If you’ve watched enough Gap Sell Keenans, you know, one of the top 3 problems salespeople face is asking the right questions. Oftentimes, they don’t fully understand where they are trying to carry the conversation or get lost along the way. Asking the right questions in a discovery call is an art and you want them to lead you to a problem as quickly as possible. We don’t want to waste our time as sellers or the prospects time inching our way to a problem. 

In this week’s episode, Matt does a pretty good job of that. He knows the problem he can solve and he asks questions directly to get to answer “does Keenan have a problem I can solve?”