FOUR ACTIONABLE TAKEAWAYSStart by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gapWhen explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solution's end-stateAsk about specific situations to accurately identify the exact problems the prospect is facingLearn and practice delivering problem stories that are tailored to each potential situation your buyers may be inPATH TO PRESIDENT’S CLUBFounder, Braun TrainingFormer Head of Sales @ BasecampFormer VP of Inside Sales @ JellyvisionRESOURCES DISCUSSEDJoin our weekly newsletterJosh Braun's Tongue Tied flashcardsThings you can steal