Mike Montague interviews Steve Borseti, a long-time Sandler trainer, on How to Succeed at Looking for Trouble.
- The best attitude, behavior, and technique on how to succeed at looking for trouble
- It’s better to uncover the trouble with your clients than ignore it
- Go for the “No”
- Look for trouble even in your “great” deals
- Ask, “What are we missing?”
- Are there technical obstacles?
- If you know they have pain, and they aren’t moving, you must go looking for trouble
- If you have multiple meetings, always ask, has anything changed?
- Use the negative reversal
- Use DISC to determine how to look for trouble with different clients
The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed)
