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!

Song of The Week:

This song always reminds me of my time in Atlanta, Georgia — Miss that place (and the thunderstorms).

Want a song featured?

Just reply to this email and let me know.

This Week’s Strategy:

Learned this from Brian Lamanna.

The best discovery questions to ask, broken down by stage — I added a couple of my favorites too!

Early Stage:

1. What are the top 2-3 initiatives we are trying to solve for right now as a business and department?

2. Obviously, all are important, but if you had to stack rank them, what's #1?

3. How did you determine that was #1?

4. How is X showing up in the business today?

5. Where is that at today and where are you hoping to improve it to?

6. What have you tried so far to solve that?

7. I speak with a lot of [their role] and usually they’re focused on X or Y. Is that the same for you or is something else more important right now?

During The Demo:

1. What would this allow your team to do differently?

2. How does this compare to what you are doing today?

3. How would you do this without this feature?

4. What are the ripple effects of this challenge on the business?

5. What else comes to your mind when you see this in how you would leverage it?

6. What was running through your mind as I was showing that?

7. You mentioned earlier that X was your top priority so I’d like to show you how to Y first. Before I jump in can you put me in your shoes and walk me through (step-by-step) your process? When you need to Z what happens?

Other:

1. What are the biggest challenges you’d regret not solving in the next X days?

2. Awkward question: Why is that meaningful, for YOU?

3. If we were able to help solve that, why would that be important?

4. How would not achieving X derail you?

Next Steps:

Respond to this email letting me know if you’re a cat person, dog person or something else.

Bonus points for a picture of your fur baby :)

Alright friends,

That’s it for this week’s newsletter…

See you next week!

When you’re ready…

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