Breaking the Ice
What’s a good opening question to learn about someone’s hobbies?
What is, Ask about their hobbies or weekend plans.
What’s one technique for showing empathy during a conversation?
What is, Say, “I understand how you feel about that.”
How do you align a sales call with a client's business needs?
What is identify how your solution supports their goals.
How do you uncover a client’s primary pain point?
What is ask!
A document provided to the client outlining the opportunity?
What is a Deal One Pager
How do you personalize an introduction email?
What is, Reference something unique about them from LinkedIn, colleagues, etc.
How can you demonstrate you were actively listening?
What is, Recap their key points before responding.
How do you map out a client's situation?
What is creating an opportunity roadmap.
What’s an example of an open-ended question during discovery?
“Can you walk me through your current process?”
How do you align your solution with a client’s goals?
What is, Identify specific outcomes tied to their objectives.
How do you make a great first impression?
What is be professional?
(Daily Double)
How do you handle pauses during a conversation?
What is use them to show attentiveness and allow the other person to gather their thoughts.
How do you propose a joint partnership for long-term success?
What is, Create a roadmap for collaboration based on shared goals.
How do you prioritize a client’s goals during a pitch?
Highlight how their goals align with your offerings
How do you position your solution as an investment, not an expense?
What is, Highlight measurable returns, such as cost reductions, revenue growth, or improved productivity.
What’s a unique way to show interest in a client’s business?
What is a compliment on their recent company milestone or success?
How do you ask clarifying questions without interrupting?
What is, Use phrases like, “Can you elaborate on that point?”
What must be gained before personal goals can be obtained?
What is trust.
What’s a good way to validate a client’s concerns?
What is repeat the concern back to the client.
How do you co-create a solution with your client?
What is, challenge the client.
You have 30 seconds to discover where Tim Cronyn's favorite vacation occurred.
Walk over to Tim and discuss.
What’s the role of body language in active listening?
What is, Mirror their posture and maintain eye contact.
How do you handle objections while reinforcing the value of your offering?
What is address concerns by tying responses back to their key goals and how your solution achieves them
(Daily Double)
How do you find out what a client isn’t saying?
What is the use of probing questions? For example, “What else is important to you?”
How do you measure and communicate ROI effectively?
What is, Show metrics or testimonials that validate ROI.