Tip — Day 275
A sales director shares a CRM report during discovery: “Leads keep falling through the cracks.” That could mean unanswered inquiries or follow-ups lost after a meeting. Ask for one recent example: “Can you walk me through the most recent lead that fell through the cracks?” A real incident can reveal where the process broke down, helping you assess whether your solution fits the actual problem. 🎯 Try this today: Pick one vague complaint from your discovery notes and draft a question asking the buyer to walk through the most recent example.
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