Inside BS Show

Listen to today's show to discover how to ask the right questions in sales.

Show Notes

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Asking questions in sales is important because it allows you to connect with the prospect on a human level. Empathy in sales makes a huge difference in your ability to sell. With empathy, you can build trust.

But how do you demonstrate empathy to the prospect? Here are three questions that are essential to doing so.

The first thing to ask is how long they’ve been having their problem. They’ve called you for a specific reason, and once they tell you what that is, find out how long it’s gone unaddressed.

The second step to demonstrating empathy in sales is asking how the problem has impacted them personally. One reason why asking questions in sales is so important is because it helps remind the prospect of the way their problem is negatively affecting them.

And the third thing you need to ask is whether or not the problem has been stressful. Again, this will not only show that you are concerned about the prospect’s situation, it will also remind them how much their life would improve if they solved their problem.

Asking questions in sales is crucial, but you have to know how to go about it the right way. Use these three questions to demonstrate empathy in sales. Show the prospect that you’re there to help.

Timestamps:
1:28​ - How long have you had this problem?
1:56​ - How has this impacted you personally?
2:18​ - Has this been stressful for you?
7:28​ - The magic question to close the sale. 
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What is Inside BS Show?

Would you like to work with better clients, make more money, and build a business that gives you true freedom?

Have you struggled with the loneliness that comes with working long hours and solving the dozens of complex problems you face as an entrepreneur?

Do you ever feel like the most valuable business secrets are shared behind closed doors—where only insiders have access?

Welcome to The Inside BS Show—your daily invitation to step behind the velvet rope and into the room where real business leaders talk strategy, success, and scale.

These are your people. They've been where you are, and they've gone where you want to go. But most importantly, they feel your pain and can help it go away.

If you're an entrepreneur, CEO of a private company, or leader of a professional firm, this show is your secret weapon.

On each show we break down the business growth strategies that insiders use to win—revenue generation, building influence, succession planning, hiring top talent, navigating legal minefields, and crafting an exit strategy that maximizes value.

But this isn’t just a podcast—it’s a community. We don’t just talk at you; we bring you into the conversation.

Your host, Dave Lorenzo (The Godfather of Growth), gives you an exclusive front-row seat to the insights, strategies, and behind-the-scenes conversations that drive business success.

A new episode drops each Wednesday at 6 AM.

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