How to Succeed at Looking for Trouble

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