AI Coach: find and fix deal issues before they result in closed-lost using AI

Creating Urgency

4 Word-for-word Sales Questions to Build Buying URGENCY

22 min
Average Score

Chris Orlob


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In today's fast-paced and highly competitive business world, sales representatives play a crucial role in driving revenue and growth for their companies. To succeed in sales, it's essential to constantly refine your skills and stay ahead of the curve. In this comprehensive guide, we'll explore various strategies, techniques, and best practices that can help sales reps excel in their roles. Whether you're a seasoned sales professional or just starting in the field, there's something valuable here for everyone. Let's dive in!

The Challenge of Hitting Quotas

Before we delve into the strategies and techniques, let's set the stage by acknowledging the challenges sales representatives face. In a recent study, it was revealed that only 48% of B2B Tech salespeople met their quotas in the previous year. This statistic highlights the tough reality many sales professionals confront.

Understanding Your Performance

The first step in overcoming this challenge is to assess your own performance. Reflect on your achievements from the past year or quarter and ask yourself if you're satisfied with your results. Furthermore, it's crucial to determine your quota for the upcoming year or quarter. Once you have these numbers in mind, you can start to formulate a plan to bridge the gap between your performance and targets.

Building Confidence and Skills

Sales success isn't solely dependent on hitting numbers; it's also about building confidence and improving your sales skills. In the rapidly changing landscape of business, adaptability and continuous learning are essential. Your ability to navigate challenging economic conditions can be the key to surpassing your targets.

The Road to Sales Success: A Four-Part Video Series

Now, let's introduce Chris Orlob, a seasoned sales professional who's here to guide you through a four-part video series designed to boost your sales success. Chris has an impressive track record of driving revenue and building successful sales organizations, and he's committed to helping you achieve your goals.

Part 1: Asking the Right Discovery Questions

In this video, Chris reveals two essential discovery questions that cut straight to the heart of the deal. The key is to uncover the pain points and challenges your potential customers are facing. By understanding their needs and concerns, you can tailor your sales approach to address their specific issues.

Part 2: Uncovering Business Pain That Drives Sales

Building on the information gathered in the first video, Chris shares a simple yet powerful discovery question that helps you identify the business pain that motivates buyers. Remember, money follows pain, and your goal is to solve their pain effectively.

Part 3: Quantifying Pain for Urgency

Chris introduces a "magic question" that allows you to quantify the pain your potential customers are experiencing. By attaching a measurable value to their pain, you create a sense of urgency and a stronger case for your solution.

Part 4: Driving Timelines and Closing Deals Faster

In the final video of the series, Chris provides word-for-word advice on what to ask to drive timeline and close deals more rapidly. By understanding what's motivating your customers to act now, you can guide them toward a quicker decision.

Success Stories: Real Results from Real People

Chris's techniques have already helped numerous individuals achieve sales success, even in challenging economic conditions. Sales professionals, like JC Johnson on LinkedIn, have seen remarkable results, such as a 152% performance despite turbulent times. Chris's methods work, and you can be the next success story.

Actionable Techniques for Sales Success

Chris's approach is practical and actionable, making it easy for you to implement these strategies in your daily sales activities. Here are the key takeaways from his teachings:

  • Start with the Right Discovery Questions: Begin your sales conversations with discovery questions that get to the heart of your customer's needs. Remember to use phrases like "Can you help me understand" to encourage detailed responses.
  • Peel Back the Onion: Understand the need behind the need. The initial answers you receive are often surface-level, and your job is to dig deeper to uncover the real pain points.
  • Quantify Pain: Attach measurable metrics to the pain your customers are experiencing. This adds urgency to your sales pitch.
  • Drive Timelines: Ask what's driving your customers to act now rather than later. The order of these questions is crucial, as it helps customers appreciate the full scope of their pain.

What's Next in Your Sales Journey?

Now that you've gained valuable insights into mastering sales techniques, it's time to take action. The next part of this series will focus on running impactful product demos, a crucial step in addressing your customers' pain points effectively.

Stay tuned for the upcoming video, where Chris Orlob will guide you through running demos that sell like a charm. This is your opportunity to learn how to create compelling value propositions and supercharge your deals.

Remember, the key to success in sales lies in continuous learning and applying practical techniques. Chris Orlob is here to help you on your journey to sales excellence.

If this video session has piqued your interest and you're eager to dive deeper into the world of successful sales techniques, watch this session to take your sales skills to the next level.

Don't miss this opportunity to learn from a true industry expert and join the ranks of successful sales professionals who are achieving outstanding results. Your journey to sales success begins now!

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