Chris Orlop

Oh boy, this starts to get more interesting now because they're answering the question with all the context front of mind.

So the order of these questions matter.

You start by kicking off with a question that gets you to the heart of the deal fast.

You peel the onion back.

by asking what's going on in your business that's driving this to be a priority, followed by a hearty chuckle from the customer, typically.

You quantify it, what metric is suffering the most as a result of that, and then and only then do you drive timeline.

And that's all I got for you, yep.

Peeling back the onion.

Peeling back, is that the question you're answering or asking, like which of these four?

fucking love quantification yeah peeling back the onion yeah the best sales people are insanely curious they yeah yeah if you got nothing else right from these four and don't do that get all four right there's no reason you can't get all four of these right

Peeling back the onion is by far the most important.

Getting to the center of the onion, the need behind the need.

Because what people voice is the surface level need.

You need to get to the center.

Time.

All right, thank you.