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How Great SaaS AEs Create "Urgency from Thin Air" with Impact Questions

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These Free SaaS Discovery Techniques Have Helped 1,000s of AEs Win More Deals.

Gretchen Reynolds

"In the world of SaaS sales, we know that discovery is ongoing throughout every stage of a sales cycle. Chris’s approach to mastering discovery is the golden ticket to understanding a client’s true pain (by “peeling back the layers of the onion”), quantifying the impact, and doing it in a natural way. His discovery trainings have helped me as an AE confidently have conversations around quantifiable impact, leading me to win opportunities I would have otherwise missed. If Chris is teaching it, I’m taking it."

Ian McDonald

"I have never felt this confident in my ability as a seller thanks to Chris' discovery training. I could feel my conversations getting more productive with my prospects after each session, and my numbers reflected that when I started closing larger deals with wider groups of stakeholders. I have been a part of probably 50+ sales trainings in my 8+ year career in SaaS sales, but nothing has impacted my development like the sessions with Chris.”

Stephanie Alberti

“I learned more from these training sessions than I did in the last five years of my sales career. They’re full of actionable info, guaranteed to make anyone a better SaaS seller. Chris completely transformed my approach to selling SaaS, especially in a competitive environment.”

Lauren Frilling

"Chris is great at taking complex topics and boiling them down into understandable and actionable strategies. I've always enjoyed how Chris leads with personal anecdotes and metaphors that helped me better relate to any topics that were covered. Chris is thoughtful in his approach to SaaS sales trainings and it is evident by the incredible performance results of anyone who has ever had the privilege of selling under his leadership!”

Ellie LaRue

"The discovery masterclass not only helped me feel confident asking the right questions but also helped our customers feel like our time spent together was effective. As I improved my discovery, my customers' benefited because I fostered a genuine curiosity about their problems, the impact of those problems, and the value for them in solving it."

Doreen Justice

"Nothing more powerful than leading a meeting where you feel 100% in control because you have the Secret Formula Sales Potion of Sales Master Chris Orlob. No matter what a customer throws my way, I know how to navigate my way back to the repeatable process I learned from Chris."

Miriam O'Donnell

"Chris' discovery trainings are unmatched. After years of careful study, he manages to simplify everything to the exact tactical steps needed to reach mutually agreed-upon client priorities. His approach helps me assess real challenges my clients see in their business, all without losing my own style. Easily the most effective training I've received in my sales career."



Jessica Hartsell




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Close More SaaS Deals.
Here's what's inside.


How to DOUBLE your deal influence

● Why negative impact discovery is the difference between GOOD and GREAT SaaS AEs.


Over 12 word-for-word examples

● Learn the difference between OPEN and TARGETED impact questions

● Get powerful examples you can start using today.


How to create repeatable urgency. Every deal.

● A simple three-step technique to intensify business pain.


How to get customers to "run through walls"

How to tap into the “raw emotion” that boxes out your competitors.

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