To what extent

by Apr 16, 2019Blog0 comments

I find this is a great way to measure the degree of your prospect’s problem, allowing them to share more. When a prospect shares a problem with you, following up with something like ‘I see. Just curious, to what extent would you say that is actually a problem for you?’ will allow them to share specific stories about it, building pain. I learned this from ‘Question Based Selling’ (best sales book ever).

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