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In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss what are some of the worst questions that producers ask at the point of sale.

Episode Highlights:

  • David mentions one of the absolute worst things that any salesperson can do. (1:55)
  • David shares a story about a lady who loves to take meetings just to take meetings. (4:40)
  • Kyle mentions that asking what keeps them up at night about their business is a good question. (6:44)
  • Kyle mentions why some people go in with the wrong mentality and wrong mindset. (10:13)
  • David gives us another worst question which is, what’s your premium? (11:06)
  • David shares a story about a large national brokerage house. (17:06)

Tweetable Quotes:

  • “If you just walk in there and ask for the pain points so you can sell them something, that’s lame and weak.” – Kyle Houck
  • “When you’re asking the questions such as, what are the things that keep you awake at night, you’re listening to be able to give them a solution to that problem as opposed to selling them the product.” – David Carothers
  • “If there are deficiencies, it’s just another wedge that I can drive. The wedge that I drove was the fact that I don’t need to do business the way that everybody always does business.” – David Carothers

Resources Mentioned:

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

Kyle Houck