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← Discovery questions: Freelancer selling own services
Lesson 4 of 5
Quiz
0 of 5 answered
1.
Which is an open question?
'Are you happy with your current option?'
'How are you solving this today?'
'Do you want to buy?'
2.
What does the 70/30 rule mean?
The customer talks about 70% of the time
You talk 70% of the time
70% discount, 30% profit
3.
The customer gives a first, short answer. What next?
Present your solution immediately
Change the topic
Ask a follow-up question
4.
Which follow-up reveals the cost of the problem?
'What does that cost you, in time or money?'
'Do you like our website?'
'Can I send a brochure?'
5.
Why summarise before presenting?
To make the call longer
So your offer is built on their words and they trust it
Because it's polite
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