Lesson 8 of 9
Your next real call
2 min read
A scenario forgives you. A real buyer's pause doesn't feel the same. Pick one call this week and ask the second question once. That's the whole task.
Do this for real
On one real call this week, ask the second question once
Choose a call this week where you'll ask at least one discovery question. A first call, a renewal or a check-in all count. Before it starts, write down the one question you'll open with. When they answer, don't pitch. Pause, then stay on their word: repeat it as a question, ask for the last time it happened, or ask what it costs them. Straight after the call, write down their first answer and what came out after your second question, in their words.
After you do it, you'll check in on
- What was their first answer, and what did your second question bring out?
- What did you nearly say instead of asking it?
- What will your second question be on the next call?
I'm in