How to Succeed at Looking for Trouble

How to Succeed Podcast

May 23 2022 • 25 mins


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.