B2B Sales Part 4: How to Uncover Your Prospect’s REAL Problem To Get The Close
- Author
- Tim and Cindy Dodd
- Published
- Thu 15 May 2025
- Episode Link
- None
No Problem = No Sale.
In part 4 of the B2B Sales series, we’ll discuss how to get to the REAL pain and problem your prospect is facing. The reality is people don't get on sales calls just for fun, and as a salesperson if you don't uncover the real problem or challenge your prospect is facing, you won't get the close.
This is an easy, step-by-step way to uncover your prospect’s true pain and challenge (not just what they say on the surface) so you can effortlessly position your service as the solution and close the deal 💸
In this episode, you’ll learn:
00:00 – Intro: Why mastering the problem is everything
01:34 – Step 1: How to open with the “right now” question
06:11 – Step 2: The 3-word probing questions that do all the heavy lifting
09:04 – Step 3: Asking impact questions that unlock urgency
10:23 – Step 4: Labeling the problem and getting full agreement
12:42 – Bonus: What to do when they say, “No problems here”
Listen to The 5-Part B2B Sales Training Series: Start with Part 1 here.
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About The Hosts:
- Tim & Cindy Dodd are the Co-founders of PEMA.io, based out of Miami, FL. Connect with Tim and Cindy on LinkedIn and Instagram:
About PEMA.io:
PEMA.io is an Inc. 5000 Outbound Agency specializing in helping Marketing Agencies scale with pay-for-performance lead generation. Need more sales meetings? Learn more and schedule a call here: https://pema.agency
