Most reps lose deals because they pitch too early.

I used to do the same thing — hop on a call, run through features, send the proposal, then wonder why the prospect ghosted me.

Then I changed my approach. Instead of pitching, I started asking three specific questions in every discovery call:

1. "What's the cost of NOT solving this problem in the next 90 days?"

This forces your prospect to quantify the pain. Once they put a number on it, your price becomes a no-brainer.

2. "Who else is affected by this internally?"

Now you know the stakeholders AND you're building urgency — because they realize it's not just their problem.

3. "If we could solve this by [specific date], what would that mean for you?"

You just turned a vague "maybe someday" into a real timeline with real stakes.

These three questions moved my close rate from ~18% to 37% in one quarter.

If you're a B2B sales rep who wants more frameworks like this — join the Sales Mastery Community. It's free. We break down real deals, share scripts, and help each other close more.