How To Run The Perfect Discovery Call In Sales by Will Padilla

How should you respond to challenges from the customer?
You should respond to challenges from the customer by asking them for more or for what they mean by what they're saying.

How should you respond once a customer describes their challenge?
Once a customer describes their challenge, you should respond by making their problem seem very big.

Example of a response to a customer's challenge

"Tell me more, what do you mean by that? ... Wow! So, how is that affecting your business?"