B2B Sales Part 5: How To Handle A Prospect’s “Just Browsing” And Close The Deal Fast The Takeover With Tim And Cindy podcast

B2B Sales Part 5: How to Handle a Prospect’s “Just Browsing” and Close The Deal Fast

4M ago 11:45

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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.

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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:
- Tim’s LinkedIn, Tim’s Instagram
- Cindy’s LinkedIn, Cindy’s Instagram

About PEMA.io:

PEMA.io is an Inc. 5000 Outbound Agency specializing in helping Marketing Agencies scale with pay-for-performance lead generation. Need more sales meetings? Learn more and schedule a call here: https://pema.agency

Chapters

1. Intro: What to do when a prospect gives vague answers (00:00:00)

2. The 4 Steps (00:01:29)

3. When to use Full Circle to dig into the real issue (00:09:37)

4. Why clarity of problem = clarity in closing (00:10:28)

108 episodes