Chris Orlop

The first of the four is to ask a question that gets to the heart of the deal fast.

Ask a question that gets to the heart of the deal fast, and here's why.

Money follows pain.

It's probably worth writing down and reflecting on every quarter or so as long as you find yourself selling stuff to other people.

Money follows pain.

It follows other things too.

It follows benefits.

Sometimes people buy for strange reasons, but the dominant reason people buy things is

is to alleviate pain.

And so particularly in this economy, you have got to anchor your deals to business pain that money follows, business pain that senior executives, especially the CFO these days, will fund and spend money on.

And most sellers, entrepreneurs included, SaaS founders included, salespeople included, don't do that

Because they just take so long to even surface the surface level of the pain.

If you look at a typical discovery call, like 30 minutes, they start to understand the pain at minute 25 or so.

This is an observation of mine.

This isn't like according to data or anything like that.

But they get to the surface level, and then it's time to talk about next steps.

And you have no urgency, no pain, no leverage.

Okay, so here are a couple questions that get you there faster.

Now, I'm not gonna teach you how to set up a discovery call or set an agenda or anything like that, but once you've done those things, recognize where your deal is coming from.

This is an outbound deal where you have to create demand or is it an inbound deal where you are fulfilling demand?