Ever had a prospect say, “No real problems here…just curious what you do”?
That’s where most sales calls fall apart.
In this final episode of the 5-part B2B Sales Training Series, we walk you through Full Circle Questioning—a 4-step framework designed to turn vague, surface-level responses into real, actionable problems and clear goals you can actually sell to.
You’ll learn how to navigate conversations when prospects are unclear, resistant, or “just browsing,” and how to bring the discussion full circle so that they tell you exactly what needs to change.
Whether you're selling to high-growth companies, impact-driven founders, or skeptical execs, this episode will give you a plug-and-play approach to move deals forward, even when there’s no obvious problem upfront.
Keypoints & Chapter Markers:
00:00 – Intro: What to do when a prospect gives vague answers
01:29 – The 4 Steps
09:37 – When to use Full Circle to dig into the real issue
10:28 – Why clarity of the problem = clarity in closing
New here? Start with Part 1 to MASTER the techniques of B2B Sales.
RESOURCES BELOW!
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- Master cold outreach, close more deals & drive revenue to your business using The Outbound Sales Playbook. Battle-tested on over 1,000+ businesses and proven with over 100M data-points.
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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:
- Need B2B Appointments or want to grow your authority on LinkedIn? Learn more about our services here: https://www.pema.io/discover
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