In this episode, Jack and Zac break down the one sales technique that separates average reps from top performers: the art of getting real examples from prospects.

They explain why most salespeople fail to qualify properly, how to move beyond surface level answers, and the exact questions to ask when a prospect gives you something vague. We discuss the power of heuristics, why stories cement problems in reality, and how to tell the difference between a real pain point and something a prospect just mentioned in passing.

Jack and Zac dive into the psychology behind getting someone to complain, moan, and share real stories about their problems. They explain why visibility issues or we're looking for something new aren't good enough answers, how to push prospects to give you the worst example and the most recent example, and why men of a certain age require a different approach to open up.

We also cover why defending your question kills the conversation, how to make qualification feel like a natural chat instead of an interrogation, and why if you can nail problem and example, you'll book meetings nine times out of ten. If you're struggling to qualify properly, tired of prospects going cold after discovery calls, or want to understand how to have conversations that actually lead to closed deals, this episode will change how you sell.

Hear more from the Hosts:
Jack https://www.linkedin.com/in/jack-frimston-5010177b/?originalSubdomain=uk
Zac https://www.linkedin.com/in/zac-thompson-33a9a39b/

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