Good morning sales people.

Welcome to The Best Sales Newsletter.

One tip every Sunday to help you build more pipeline, close more deals and earn the income you deserve.

Let’s dive in!

This week’s song (Best of My Love) was shared by newsletter subscriber, Mary.

If this doesn’t get you smiling and in a good mood then I don’t know what will.

Want your song featured? Then reply to this email and let me know (all genres welcome)!

And now that we got our vibes right…

Let’s get to the good stuff.

We all know how important it is to learn the #1 priority of your prospects.

That way, you can show how you’ll help, how your solution’s differentiated, and hopefully establish yourself as the “provider of choice”.

In this week’s newsletter I’m breaking down how to accomplish this with each and every person you speak to.

It’s a little strange (and awkward) if you start discovery calls immediately zoning in on their main priority.

So start off with a little bit wider, more open ended question that gets your prospect opening up about their business.

After your prospect shares what’s going on their business, usually a 3 to 8 minute monologue, summarize what you heard.

This makes your prospect feel “listened to”, helps you build trust, and ensures that you didn’t miss anything.

Once you’ve summarized what you heard and confirmed you didn’t miss anything. It’s time to focus in on their #1 priority.

The first step is asking a bucket question with the top 2 priorities your customers usually come to you and your company to solve.

By the way, if either of the options are not correct that’s OK. They’ll simply correct you and share their real #1 priority.

So no matter what happens, you win.

Oftentimes, your prospect will only share surface level details. It’s actually quite rare for them to get into the nitty gritty right off the bat.

So you have to lean in, when they mention these high level details and ask discovery questions that dig deeper.

Sometimes your prospect will list multiple priorities. When that happens it’s important to ask them to stack rank them.

That way, you learn what their true #1 priority is and can make sure that’s the focus of the sales cycle, differentiation and establishing yourself as the “provider of choice”.

These 5 steps (strategy) will make learning your prospect’s #1 priority a breeze.

Especially when you’ve practiced the questions a lot and the flow becomes second nature.

Give this framework a shot on your next discovery call and let me know how it goes.

Alright, that’s it for me my friends!

See y’all next week!

- Mike G

When you’re ready…

Check out The Best Sales Course.

Over 250 pages of frameworks, tactics, strategy and tips to help you source more pipeline, close more deals and earn the income you deserve.

These are the exact sales systems I’ve used at three of the fastest growing startups of all time: Zenefits, Flexport and Deel.