I made +$3k MRR from this one tactic during my sales calls...

I shut up…
Kept my mouth shut…

Zipped my lips…

And I listened.

In this week’s newsletter, I’ll show you how I learned to ask 3 REALLY good questions that…

→ Start a conversation with my leads.
→ Get them to tell me what is bothering them.
→ Close more deals by telling them how I can fix their BIGGEST problems.

The first month I started doing this, I closed $3,000 MRR more.

Same amount of leads…
Same amount of demos…
30% more revenue month-over-month.

If you’re struggling with this, RSVP to my sales office hours with B2B Sales Coach Nicholas Loise. Get answers to why you aren’t closing more and actionable steps to fix it.

You can also DM Nicholas on LinkedIn. Tell him I sent you!

“What are you working on?”

OK, so this first one I don't actually use in sales calls.

But I use it to GET ME SALES CALLS.

Now you have a jumping-off point to a great conversation where you come off as a resource.

To see how i turned this into a demo, read about the LinkedIn messaging that got me my first 10 customers.

Now you have them in a sales call. What’s the first thing you say?

“Tell me what’s going on?”

Another really broad question.

Why?

I want them to vent to me.

I want to know what’s bothering them the most.

I’ll direct the sales call towards their biggest problems.

Then I use it to set the stage in my follow-up email like this…

“Why do you think that’s happening?”

Now I want to know what’s stopping them from doing what they want.

Their answer will help me get more tactical in my advice and solutions.

Your product may fix a problem, but the source of the pain is what your buyer cares about.

Everybody’s source is different, so…

I’ll use what they tell me to connect my solution back to their pain.

Nailed it…

Why It Works So Well

→ You now know exactly what their pain point is.
→ You can show them how you relieve their anxieties.
→ You can overcome objections with things they care about.
→ Your demo will feel more like a help session than a sales call.
→ You can focus on features you KNOW your buyer actually wants.

What to do next…

Try it out…

On your next call start with “Tell me what’s going on…” and see where it takes you.

Get hands-on help from me…

→ RSVP to my sales office hours with B2B Sales Coach Nicholas Loise & get answers to why you aren’t closing more.
→ Download “The Technical Founder’s Guide to Closing More Sales”. It’s FREE.
→ DM me on LinkedIn and tell me what you’re working on.

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See you soon!

-Adam Shaw