{"id":13080,"date":"2022-06-09T17:43:00","date_gmt":"2022-06-09T17:43:00","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/how-to-succeed-at-looking-for-trouble\/"},"modified":"2023-10-30T08:36:48","modified_gmt":"2023-10-30T08:36:48","slug":"how-to-succeed-at-looking-for-trouble","status":"publish","type":"post","link":"https:\/\/sandler.com\/podcasts\/how-to-succeed-at-looking-for-trouble\/","title":{"rendered":"How to Succeed at Looking for Trouble"},"content":{"rendered":"\r\n<p>Mike Montague interviews Steve Borseti, a long-time Sandler trainer, on How to Succeed at Looking for Trouble.<\/p>\r\n\r\n\r\n\r\n<p>In this episode:<\/p>\r\n\r\n\r\n\r\n<ul class=\"wp-block-list\">\r\n<li>The best <a href=\"\/blog\/how-to-help-your-sales-team-rid-themselves-of-excuses\/\">attitude<\/a>, <a href=\"\/blog\/five-necessary-behaviors-effective-prospecting\/\">behavior<\/a>, and <a href=\"\/podcasts\/how-to-succeed-at-teaching-solid-techniques\/\">technique<\/a> on how to succeed at looking for trouble<\/li>\r\n<li>It\u2019s better to uncover the trouble with your clients than ignore it<\/li>\r\n<li>Go for the \u201cNo\u201d<\/li>\r\n<li>Look for trouble even in your \u201cgreat\u201d deals<\/li>\r\n<li>Ask, \u201cWhat are we missing?\u201d<\/li>\r\n<li>Are there technical obstacles?<\/li>\r\n<li>If you know they have pain, and they aren\u2019t moving, you must go looking for trouble<\/li>\r\n<li>If you have multiple meetings, always ask, has anything changed?<\/li>\r\n<li>Use the negative reversal<\/li>\r\n<li>Use <a href=\"\/tools\/extended-disc-assessments\/\">DISC<\/a> to determine how to look for trouble with different clients<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<p><strong>Podcast<\/strong>:\u00a0<a href=\"https:\/\/howtosucceed.libsyn.com\/\">https:\/\/howtosucceed.libsyn.com\/<\/a><\/p>\r\n\r\n\r\n\r\n<p><strong>iTunes<\/strong>:\u00a0<a href=\"https:\/\/itunes.apple.com\/us\/podcast\/how-to-succeed-podcast-by\/id1097591566\">https:\/\/itunes.apple.com\/us\/podcast\/how-to-succeed-podcast-by\/id1097591566<\/a><\/p>\r\n\r\n\r\n\r\n<p><strong>Spotify<\/strong>:\u00a0<a href=\"https:\/\/open.spotify.com\/show\/00JoVzRtMzmQB5Ae5RWWQZ\">https:\/\/open.spotify.com\/show\/00JoVzRtMzmQB5Ae5RWWQZ<\/a>\u00a0<\/p>\r\n\r\n\r\n\r\n<p>The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.\u00a0<\/p>\r\n\r\n\r\n\r\n<p>Find white papers, webinars, and more in our free Sandler E-Learning Library:\u00a0<a href=\"https:\/\/www.sandler.com\/sell\">https:\/\/www.sandler.com\/sell<\/a><\/p>\r\n","protected":false},"excerpt":{"rendered":"<p>Mike Montague interviews Steve Borseti, a long-time Sandler trainer, on How to Succeed at Looking for Trouble.<\/p>\n","protected":false},"author":167,"featured_media":13081,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1204],"tags":[1042,1337,1484,1105,1177],"class_list":["post-13080","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-podcasts","tag-account-management","tag-how-to-succeed","tag-podcasts","tag-sales-process","tag-sales-techniques"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to Succeed at Looking for Trouble - Sandler<\/title>\n<meta name=\"description\" content=\"Mike Montague interviews Steve Borseti, a long-time Sandler trainer, on How to Succeed at Looking for Trouble.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/podcasts\/how-to-succeed-at-looking-for-trouble\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to Succeed at Looking for Trouble - Sandler\" \/>\n<meta property=\"og:description\" content=\"Mike Montague interviews Steve Borseti, a long-time Sandler trainer, on How to Succeed at Looking for Trouble.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/sandler.com\/podcasts\/how-to-succeed-at-looking-for-trouble\/\" \/>\n<meta property=\"og:site_name\" content=\"Sandler\" \/>\n<meta property=\"article:published_time\" content=\"2022-06-09T17:43:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-10-30T08:36:48+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/How-to-Succeed-at-Looking-for-Trouble.jpeg\" \/>\n\t<meta property=\"og:image:width\" content=\"1000\" \/>\n\t<meta property=\"og:image:height\" content=\"667\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Alexa Ray\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Alexa Ray\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"1 minute\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/sandler.com\/podcasts\/how-to-succeed-at-looking-for-trouble\/\",\"url\":\"https:\/\/sandler.com\/podcasts\/how-to-succeed-at-looking-for-trouble\/\",\"name\":\"How to Succeed at Looking for Trouble - Sandler\",\"isPartOf\":{\"@id\":\"https:\/\/sandler.com\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/sandler.com\/podcasts\/how-to-succeed-at-looking-for-trouble\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/sandler.com\/podcasts\/how-to-succeed-at-looking-for-trouble\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/How-to-Succeed-at-Looking-for-Trouble.jpeg\",\"datePublished\":\"2022-06-09T17:43:00+00:00\",\"dateModified\":\"2023-10-30T08:36:48+00:00\",\"author\":{\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/018700f8e289bef3875442b2b77d16a9\"},\"description\":\"Mike Montague interviews Steve Borseti, a long-time Sandler trainer, on How to Succeed at Looking for Trouble.\",\"breadcrumb\":{\"@id\":\"https:\/\/sandler.com\/podcasts\/how-to-succeed-at-looking-for-trouble\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/sandler.com\/podcasts\/how-to-succeed-at-looking-for-trouble\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/sandler.com\/podcasts\/how-to-succeed-at-looking-for-trouble\/#primaryimage\",\"url\":\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/How-to-Succeed-at-Looking-for-Trouble.jpeg\",\"contentUrl\":\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/How-to-Succeed-at-Looking-for-Trouble.jpeg\",\"width\":1000,\"height\":667,\"caption\":\"How to Succeed at Looking for Trouble\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/sandler.com\/podcasts\/how-to-succeed-at-looking-for-trouble\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/sandler.com\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"How to Succeed at Looking for Trouble\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/sandler.com\/#website\",\"url\":\"https:\/\/sandler.com\/\",\"name\":\"Sandler\",\"description\":\"Sales and leadership training and coaching solutions for salespeople, sales managers, and executives\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/sandler.com\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/018700f8e289bef3875442b2b77d16a9\",\"name\":\"Alexa Ray\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/d5f0d4181859ad779aec57647f7db3c0182d483b15f9192a54594d4c6e4ebcd2?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/d5f0d4181859ad779aec57647f7db3c0182d483b15f9192a54594d4c6e4ebcd2?s=96&d=mm&r=g\",\"caption\":\"Alexa Ray\"},\"sameAs\":[\"http:\/\/sandler.com\"]}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"How to Succeed at Looking for Trouble - Sandler","description":"Mike Montague interviews Steve Borseti, a long-time Sandler trainer, on How to Succeed at Looking for Trouble.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/sandler.com\/podcasts\/how-to-succeed-at-looking-for-trouble\/","og_locale":"en_US","og_type":"article","og_title":"How to Succeed at Looking for Trouble - Sandler","og_description":"Mike Montague interviews Steve Borseti, a long-time Sandler trainer, on How to Succeed at Looking for Trouble.","og_url":"https:\/\/sandler.com\/podcasts\/how-to-succeed-at-looking-for-trouble\/","og_site_name":"Sandler","article_published_time":"2022-06-09T17:43:00+00:00","article_modified_time":"2023-10-30T08:36:48+00:00","og_image":[{"width":1000,"height":667,"url":"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/How-to-Succeed-at-Looking-for-Trouble.jpeg","type":"image\/jpeg"}],"author":"Alexa Ray","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Alexa Ray","Est. reading time":"1 minute"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/sandler.com\/podcasts\/how-to-succeed-at-looking-for-trouble\/","url":"https:\/\/sandler.com\/podcasts\/how-to-succeed-at-looking-for-trouble\/","name":"How to Succeed at Looking for Trouble - Sandler","isPartOf":{"@id":"https:\/\/sandler.com\/#website"},"primaryImageOfPage":{"@id":"https:\/\/sandler.com\/podcasts\/how-to-succeed-at-looking-for-trouble\/#primaryimage"},"image":{"@id":"https:\/\/sandler.com\/podcasts\/how-to-succeed-at-looking-for-trouble\/#primaryimage"},"thumbnailUrl":"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/How-to-Succeed-at-Looking-for-Trouble.jpeg","datePublished":"2022-06-09T17:43:00+00:00","dateModified":"2023-10-30T08:36:48+00:00","author":{"@id":"https:\/\/sandler.com\/#\/schema\/person\/018700f8e289bef3875442b2b77d16a9"},"description":"Mike Montague interviews Steve Borseti, a long-time Sandler trainer, on How to Succeed at Looking for Trouble.","breadcrumb":{"@id":"https:\/\/sandler.com\/podcasts\/how-to-succeed-at-looking-for-trouble\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/sandler.com\/podcasts\/how-to-succeed-at-looking-for-trouble\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/sandler.com\/podcasts\/how-to-succeed-at-looking-for-trouble\/#primaryimage","url":"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/How-to-Succeed-at-Looking-for-Trouble.jpeg","contentUrl":"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/How-to-Succeed-at-Looking-for-Trouble.jpeg","width":1000,"height":667,"caption":"How to Succeed at Looking for Trouble"},{"@type":"BreadcrumbList","@id":"https:\/\/sandler.com\/podcasts\/how-to-succeed-at-looking-for-trouble\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/sandler.com\/"},{"@type":"ListItem","position":2,"name":"How to Succeed at Looking for Trouble"}]},{"@type":"WebSite","@id":"https:\/\/sandler.com\/#website","url":"https:\/\/sandler.com\/","name":"Sandler","description":"Sales and leadership training and coaching solutions for salespeople, sales managers, and executives","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/sandler.com\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/sandler.com\/#\/schema\/person\/018700f8e289bef3875442b2b77d16a9","name":"Alexa Ray","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/sandler.com\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/d5f0d4181859ad779aec57647f7db3c0182d483b15f9192a54594d4c6e4ebcd2?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/d5f0d4181859ad779aec57647f7db3c0182d483b15f9192a54594d4c6e4ebcd2?s=96&d=mm&r=g","caption":"Alexa Ray"},"sameAs":["http:\/\/sandler.com"]}]}},"_links":{"self":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/posts\/13080","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/users\/167"}],"replies":[{"embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/comments?post=13080"}],"version-history":[{"count":0,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/posts\/13080\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/media\/13081"}],"wp:attachment":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/media?parent=13080"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/categories?post=13080"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/tags?post=13080"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}