Call them changemakers. Call them rule breakers. We call them Redefiners. And in this provocative podcast, we explore how daring leaders from across industries and around the globe are redefining their organizations—and themselves—to create extraordinary impact in today’s rapidly changing world. In each episode, Russell Reynolds Associates Leadership Advisor Hoda Tahoun and former CEO Clarke Murphy host engaging, purposeful conversations with leaders in and out of the business world who shar ...
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238 (Sell) Asking The Right Questions on Cold Calls (Josh Braun, Braun Training)
MP3•Episode home
Manage episode 432766858 series 2782528
Content provided by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
FOUR ACTIONABLE TAKEAWAYS
- Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gap
- When explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solution's end-state
- Ask about specific situations to accurately identify the exact problems the prospect is facing
- Learn and practice delivering problem stories that are tailored to each potential situation your buyers may be in
PATH TO PRESIDENT’S CLUB
- Founder, Braun Training
- Former Head of Sales @ Basecamp
- Former VP of Inside Sales @ Jellyvision
RESOURCES DISCUSSED
351 episodes
MP3•Episode home
Manage episode 432766858 series 2782528
Content provided by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
FOUR ACTIONABLE TAKEAWAYS
- Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gap
- When explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solution's end-state
- Ask about specific situations to accurately identify the exact problems the prospect is facing
- Learn and practice delivering problem stories that are tailored to each potential situation your buyers may be in
PATH TO PRESIDENT’S CLUB
- Founder, Braun Training
- Former Head of Sales @ Basecamp
- Former VP of Inside Sales @ Jellyvision
RESOURCES DISCUSSED
351 episodes
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