Chris Orlop

If it's an outbound deal, as one of your kickstart questions to get to the heart of the deal fast, ask this, can you help me understand the biggest challenges you're experiencing in X area

that would derail you if you didn't solve them, right?

That language matters because you're getting them to talk about things that are going to be urgent.

What would derail you?

And now if they came to you, which some of you apparently have very well-refined inbound marketing engines, especially if you're a customer of Audience Plus, Anthony, can you help me understand what motivated you to talk to us today?

All right, what are the drivers?

Like I said, I didn't fly all the way to New York City to just teach these.

Many of you might be doing this.

Many of you aren't though.

There's a difference between knowledge and action.

And so your call to action is to start asking these questions or one that feels very much like it earlier in your sales call so that you have the rest of the sales call to develop that pain with the following three questions that I'm going to teach you.

Before we move on to those, a couple tactical tips for you to get more out of those questions.

You want to phrase high impact questions in a way that signals to your buyer you want them to go in depth.

We're all familiar with who, what, when, where, why, and there's nothing wrong with those.

But these phrases, when you tack them on front of those questions, signal to your buyer

that you want them to go in depth.

Can you help me understand?

Can you walk me through?

Can you talk to me about?

Those phrases get the desired effect.