Shape Decision Criteria By Asking The Right Questions - Rachel Mae - Revenue Today - Episode # 021

Rachel Mae is the Chief Evangelist and General Manager of Training Certification/Licensing at A Sales Growth Company. Today, she talks about when and how in the discovery phase you can start influencing decision criteria. Rachel digs into asking questions effectively so that the prospect understands their situation and how you can help them.

Takeaways

• Ask the right questions to help the prospect understand how they are currently thinking about the problem
• Give your reps the right tools to be successful

Quote of the Show

"It's because the discovery, they think it's for you, they don't think it's for them. But if you're doing it right, it's for them. If you're doing it right, you're going to get all of that information and you're going to hold back. Don't say anything about your product, don't tell them you're going to fix it, don't tell them anything." - Rachel Mae

Connect with Rachel in the links below:

• LinkedIn: https://www.linkedin.com/in/rachelmae/
• Company Website: https://salesgrowth.com/

Ways to tune in:

• Amazon Music
• Apple Podcast
• Spotify
• Google Podcast
• YouTube: https://youtu.be/6KEho9RSaHs