308 Stop Asking IF There’s a Problem—And What TO Ask That Will Transform Your Calls

Mon Jan 27 2025

Asking prospects “Do you have a problem?” is ineffective, and causes conversations to die. A better approach that gets them to open up is using "assumptive problem quesitons. These get them to relive their challenges, and create urgency for...

Summary

Podcast Summary: "Stop Asking IF There’s a Problem—And What TO Ask That Will Transform Your Calls"

Podcast Information:

Title: The Art of Sales with Art Sobczak
Host/Author: Art Sobczak, renowned cold calling and sales trainer
Episode: 308
Release Date: January 27, 2025

Introduction: Rethinking Sales Conversations

In episode 308 of The Art of Sales with Art Sobczak, Art delves into a common pitfall in sales conversations: the ineffective use of problem-identifying questions. He emphasizes the importance of transforming how sales professionals engage with prospects to foster genuine conversations that lead to successful outcomes.

The Common Mistake: Asking "Do You Have a Problem?" [00:24]

Art begins by highlighting a typical scenario where sales representatives ask prospects questions like, “Are you having any problems now with your shipments?” While intended to uncover issues, these questions often lead to quick rejections. Art explains, “Asking ‘Do you have a problem with whatever?’ is one of the worst questions that you can ask” ([00:35]). This approach leaves prospects with a blank canvas, resulting in vague responses that lack actionable details.

Introducing Assumptive Problem Questions [03:15]

To counter this, Art introduces the concept of assumptive problem questions. Instead of directly asking if a problem exists, sales reps should assume the presence of a problem and prompt the prospect to elaborate. He likens it to showing someone a finished picture and asking, “What do you see?” rather than handing them a blank canvas. This method encourages prospects to revisit and emotionally engage with their challenges, paving the way for deeper discussions.

Practical Examples of Assumptive Problem Questions [05:45]

Art provides concrete examples to illustrate this technique:

Software Sales: Instead of asking, “Do you have issues with your current system?”, ask, “What happens when your team tries to pull reports from multiple systems? Does it take longer than you'd like?”
Insurance Sales: Replace “Are you facing any problems when filing claims?” with “What’s been your experience with unexpected expenses when filing claims? How do you handle those situations?”

These tailored questions not only uncover specific pain points but also invite prospects to vividly recall and articulate their frustrations, making the need for a solution more pressing.

Why Assumptive Questions Work [09:30]

Art explains the psychological impact of assumptive questions. When prospects respond to these questions, their brains shift into problem-solving mode, leading them to relive the problem and intensify its significance. This heightened awareness creates a natural urgency to seek solutions, positioning the sales rep’s offering as the logical next step.

Benefits of Using Assumptive Problem Questions [12:00]

Employing this technique yields several advantages:

Increased Engagement: Prospects open up more, as the conversation feels natural and conversational rather than interrogative.
Deeper Insights: Sales reps uncover more profound pain points that prospects might not have initially recognized.
Enhanced Urgency: By emotionally investing in their problems, prospects are more motivated to take immediate action.
Expert Positioning: The rep is seen as a knowledgeable partner who genuinely understands the prospect’s challenges, facilitating smoother progression towards closing the deal.

As Art succinctly puts it, “People don’t buy because you tell them they need something. They buy because they feel the need to solve a problem” ([14:45]).

Implementing the Technique: A Step-by-Step Exercise [16:20]

To help listeners adopt this approach, Art outlines a practical exercise:

Identify Problems: Spend five minutes listing the top problems your product or service addresses for a specific type of prospect.
Transform Problems into Questions: Use phrases like “What happens when…?”, “How do you handle…?”, “What do you do when…?” to convert these problems into assumptive questions.
Practice, Practice, Practice: Rehearse these questions out loud, either by recording yourself or role-playing with a colleague, until they feel natural and conversational.
Anticipate Responses: Think about potential answers and plan your follow-up responses to maintain the flow of the conversation.

Art challenges listeners to create three assumptive problem questions and implement them in their next sales call, promising noticeable improvements in engagement and prospect openness.

Closing Challenge and Inspirational Quote [19:30]

Wrapping up the episode, Art reinforces the importance of high-quality questions by sharing his favorite quote:

“The quality of your question determines the quality of your answer, and that is always true.” ([19:45]).

He encourages listeners to integrate assumptive problem questions into their sales repertoire to enhance their effectiveness and build stronger connections with prospects.

Key Takeaways:

Avoid Vague Problem Questions: Asking “Do you have a problem?” often leads to unproductive conversations.
Use Assumptive Problem Questions: Assume the presence of a problem and ask detailed, scenario-based questions to elicit comprehensive responses.
Engage Emotionally: Help prospects relive and articulate their challenges to create a sense of urgency.
Position as an Expert: Demonstrate a deep understanding of the prospect’s issues, fostering trust and facilitating easier sales progression.
Practice Makes Perfect: Regularly practice transforming problems into assumptive questions to make the technique second nature.

By adopting Art Sobczak’s method of using assumptive problem questions, sales professionals can transform their calls from superficial interactions into meaningful conversations that drive results and build lasting relationships.

Transcript

A (0:02)

You are listening to the art of sales. Everyone sells every day. And this is your source for conversational real world sales and prospecting methods that you are comfortable using and that get results you'll help people buy instead of pushing them into being sold. Here's your host, Art Sopcich.

B (0:24)

I was listening to a sales rep's prospecting calls. He, he had a smart call opening that got prospects attention, but then he was getting shot down quickly once he got into his questioning. And here's why he was asking. So are you having any problems now with your shipments? That's actually a common problem. Many sales reps are sabotaging themselves without even realizing it. They think they're doing the right thing by asking prospects if they have a problem. Right, because we're supposed to find out about problems. But let me tell you, asking do you have a problem with whatever? Is one of the worst questions that you can ask. Why? Because it's like handing someone a blank canvas and asking them to paint you a masterpiece. They're not going to do it. And even if they try, you'll only get a vague outline, not the real details that drive action. But what if there was a way to take all the mental work off their plate, get them talking effortlessly? And here's the big one. Get them emotionally invested in solving their own problems. Problem. Well, in this episode I'm going to show you how to do that exactly with assumptive problem questions. So here's what most reps get wrong. They rely on surface level questions that feel safe, but they don't do the real work. They'll ask things like do you have any issues with your current solution or are you facing any problems right now? Well, the prospect usually says no, not really, or gives a half hearted answer. Why? Because you're asking them to put in all the effort. You're handing them that blank canvas and you're expecting them to paint a picture just out of thin air. So here's the truth. People don't like thinking that hard. It's not their job to connect the dots for you. Now this sounds familiar. Really not your fault. Most of us were taught to ask safe questions, but those questions are holding you back because they aren't getting the prospect to think, to feel and engage. The good news is there is a better way. How? Well, instead of asking someone if they have a problem, assume they do and ask them to describe it. It's the difference between handing them that blank canvas and showing them a finished picture and then asking them what they see. So let Me give you an example. Think about this. Have you ever known exactly what to do in a situation, but for some reason you didn't do it or tried to implement a new habit, only to fall back into the same old patterns after a few days? Now, if you're nodding along with me, that's because you've been there. We all have. And your prospects have, too. So when you use assumptive problem questions, you're doing a lot more than just asking about their situation. You're guiding them. You're helping them revisit it. They're not just describing their problem. They are experiencing it again. They're feeling it all over again. So imagine this. Let's say you're selling software, and instead of asking, do you have issues with your current system? You could ask, hey, what happens when your team tries to pull reports from multiple systems? Does it take longer than you'd like? Or let's say you're in insurance. You ask, what's been your experience with unexpected expenses when filing claims? How do you handle those situations? Ah, now they're not just answering. They're picturing the chaos, the frustration, the time wasted, and they're getting emotionally invested in solving that problem. Right. So here's why this works. When someone answers an assumptive problem question, their brain shifts into problem solving mode. They're not just giving you words, they're reliving the problem and intensifying it in their mind and creating a desire to make it go away in the process. And here's the thing. People don't buy because you tell them they need something. They buy because they feel the need to solve a problem. So by guiding them to focus on the problem they're experiencing, assumptive problem questions create urgency and make your solution the natural next step. So when you use these questions consistently, here's what you're going to notice. Number one, prospects are going to open up more. These questions feel conversational and natural, not like a interrogation or a survey. Number two, you're going to uncover deeper pain points. Prospects are going to start revealing details they didn't even realize were relevant to them. And number three, you're going to create urgency. They feel the problem emotionally, making them want to take action sooner. And the best part, you're positioning yourself as the expert who truly understands their challenges. And that makes moving to the next step and ultimately the close so much easier. All right, so let's wrap this up with a simple exercise so that you can start using assumptive problem questions right away. Number one, list Some problems that you solve take five minutes. Write down the top problems your product or service addresses for a specific type of prospect. Number two, you're going to turn problems into questions. So use phrases like what happens when? How do you handle it? When? What do you do when? Then of course, fill in the blanks. And number three, you got to practice. Yeah, practice out loud. Record yourself or do it with a colleague. Do it until these questions feel natural, they feel conversational. Oh, and then take it to the next step. Think about their possible answers to your questions and then how you're going to respond next. When you do this, you'll immediately notice the difference in how prospects respond. They'll open up, they'll engage, and most importantly, see you as the person who understand their challenges and can help solve them. So here's my challenge to you. Create three assumptive problem questions today and use them on your next opportunity on a call and then you're going to see the results for yourself. All right. Hey, you know what time it is? The art of the sales. That's right. It's time for the quote of the day. And today's quote is one of mine and it is this. The quality of your question determines the quality of your answer and that is always true. All right. Hey, if this lesson today resonated with you and it's the type of training that you feel would benefit you in all parts of your call, then you're definitely going to benefit from the breaking news I'm about to share. I have just completed and revised and updated my most comprehensive sales training course which is called the Smart Calling College. This self paced virtual training takes you through the creation of your professional consultative smart prospecting and sales calls. You'll go step by step through the planning and building of every step of your call process, including response, getting voicemails, interest, creating opening statements, questions that get them talking about their needs and problems just like we did here. Persuasive sales and next step recommendations, commitment techniques that secure next actions, appointments and sales and how to deal with resistance and objections. How to set follow up so you're not ghosted. And here's the big one that can change your sales career and your life. How to never experience rejection again. Now we're just putting the finishing touches on the revised program here before we release it. And also an exciting new bonus that will act as your personal coach as you go through and implement the material on your own calls. So to get notified as soon as we open it up for enrollment, which is going to be shortly. Go to smartcallingcollege.com now. If you're listening to this, after the end of January we are already open. So you can get complete details again at that page, which is smart callingcollege.com thank you so much for investing your valuable sales time with me today. Until next time, go out and make it your best sales day ever. I'm Art Sobchak.