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In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the significance of being prepared on appointments and asking open-ended questions.

Episode Highlights:

  • David mentions the biggest issue when it comes to appointments. (2:05)
  • David shares a story about the most recent deposition he was in. (3:59)
  • David shares the two factors that the producers must do to be successful in the foreseeable future. (10:51)
  • Kyle shares some of the factors that he has used in the past. (14:13)
  • David shares one of the calls he was supposed to have. (15:26)

Tweetable Quotes:

  • “I’d like to focus a little bit on the open-ended questions because I think that if you’re good at that, and you perfect that art, you will close a lot of business that way. If you ask questions the right way, you’re going to be able to drive a wedge and allow that prospect to conclude that they’re not getting what they’re paying for.” – David Carothers
  • “We’re so focused on going out and writing the accounts that have problems that we completely miss the fact that we have best in class resources and a really good platform of value add stuff. Companies that are already doing good and want more, we’re attracted to them too.” – David Carothers
  • “When there are not any accounts that are having issues, you don’t think that you need to fix anything. There’s stuff that we can provide to them that could drop their mod lower.” – Kyle Houck

Resources Mentioned:

The Power Producers Podcast where we are refining and redefining the sales game.

Kyle Houck

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