Sign up to save your podcasts
Or
Share Fancy Discovery Questions Don’t Work (Ask These Qs Instead) | Keenan | Ep. 291 (Sell)
Share to email
Share to Facebook
Share to X
Share to email
Share to Facebook
Share to X
Or
Fancy Discovery Questions Don’t Work (Ask These Qs Instead) | Keenan | Ep. 291 (Sell)
🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST
https://www.30mpc.com/course/discovery-course
--
ACTIONABLE TAKEAWAYS:
Deflect Product Questions Early: When a prospect asks about your product upfront, redirect by asking what’s happening in their business that made them look in the first place. Avoid the trap of leading with features.
Reduce Technical Objections: If a prospect fixates on a small technical blocker, refocus on the bigger business problem. Aligning on major pain points can make minor technical concerns less of a deal-breaker.
Dig Beyond Surface Problems: Low win rates aren’t the real problem. The true impact is missing revenue targets, losing reps, or struggling to hit quota. Always tie issues to business consequences.
Identify the Root Cause Before Solving: Before proposing solutions, confirm the real problem, its impact, and the root cause. Then present your solution in a way that connects all three.
KEENAN'S PATH TO PRESIDENTS CLUB:
RESOURCES DISCUSSED
View all episodes
By Armand Farrokh & Nick Cegelski
4.8
383383 ratings
🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST
https://www.30mpc.com/course/discovery-course
--
ACTIONABLE TAKEAWAYS:
Deflect Product Questions Early: When a prospect asks about your product upfront, redirect by asking what’s happening in their business that made them look in the first place. Avoid the trap of leading with features.
Reduce Technical Objections: If a prospect fixates on a small technical blocker, refocus on the bigger business problem. Aligning on major pain points can make minor technical concerns less of a deal-breaker.
Dig Beyond Surface Problems: Low win rates aren’t the real problem. The true impact is missing revenue targets, losing reps, or struggling to hit quota. Always tie issues to business consequences.
Identify the Root Cause Before Solving: Before proposing solutions, confirm the real problem, its impact, and the root cause. Then present your solution in a way that connects all three.
KEENAN'S PATH TO PRESIDENTS CLUB:
RESOURCES DISCUSSED
More shows like 30 Minutes to President's Club | No-Nonsense Sales
View all
The Advanced Selling Podcast
350 Listeners
Sales Gravy: Jeb Blount
575 Listeners
The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople.
1,120 Listeners
The Official SaaStr Podcast: SaaS | Founders | Investors
174 Listeners
Sales Influence Podcast
325 Listeners
The Martell Method w/ Dan Martell
496 Listeners
The Game with Alex Hormozi
4,385 Listeners
Sales Logic - Selling Strategies That Work
60 Listeners
Grit
187 Listeners
Next Level Podcast with Jeremy Miner
149 Listeners
The Sales Management. Simplified. Podcast with Mike Weinberg
252 Listeners
30MPC Hall of Fame | 30 Minutes to President's Club
8 Listeners
Revenue Builders
154 Listeners
Next Level Pros
171 Listeners
The Level Up Podcast w/ Paul Alex
307 Listeners
Pitch Me Podcast
29 Listeners