Your prospect knows things about how to close the deal that you don’t. And your job is to uncover them BEFORE you ever pitch. That’s why I ask these 6 questions during discovery. The answers tell me what they actually want, what’s standing in their way, what matters most to them, and ultimately how I should position the solution. Most salespeople do the opposite. They pitch first and then spend the rest of the call trying to overcome objections they could’ve uncovered 20 minutes earlier. The better your discovery, the less “closing” you actually have to do. Stop trying to convince. Start trying to understand. #SalesTips #SalesPsychology #SalesTraining #Closing #HighTicketSales - @theryankeip