The Advanced Selling Podcast: Sales Training | Leadership Coaching | B2b Sales Strategy | Prospecting Tips

Send a textEvery prospect tells you a version of their problem — and they're almost always wrong. Not lying. Just wrong.In this solo episode, Bill Caskey breaks down why the surface problem your prospect presents is rarely the real problem, and why it's your job to uncover what's actually at stake. Bill walks through the questions you need to ask to get past symptoms and find the true pain: What's the cause? What happens if nothing changes? What are the economics of this problem?When you help a prospect understand their own problem clearly, you earn the right to present your solution — and they become obsessed with solving it.