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

Episode 103: B2B Sales Part 5: How to Handle a Prospect’s “Just Browsing” and Close The Deal Fast

Podcast
May 22, 2025•2 min read
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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, based out of Miami, FL. Connect with Tim and Cindy: Instagram

About PEMA:

PEMA is a Inc 5000 Outbound Marketing Agency specializing in Enterprise Sales & Appointment Setting. With over 7-years and 1,000+ clients served in the industry, PEMA is the leading agency for cold outreach appointments & systems. Learn more about PEMA here:www.pema.io/discover

No Problem = No Sale. In part 4 of the B2B Sales series, we’ll discuss how to get to the REAL pain and problem your prospect is facing. The reality is people don't get on sales calls just for fun, and as a salesperson if you don't uncover the real problem or challenge your prospect is facing, you won't get the close. This is an easy, step-by-step way to uncover your prospect’s true pain and challenge (not just what they say on the surface) so you can effortlessly position your service as the solution and close the deal 💸 In this episode, you’ll learn: 00:00 – Intro: Why mastering the problem is everything 01:34 – Step 1: How to open with the “right now” question 06:11 – Step 2: The 3-word probing questions that do all the heavy lifting 09:04 – Step 3: Asking impact questions that unlock urgency 10:23 – Step 4: Labeling the problem and getting full agreement 12:42 – Bonus: What to do when they say, “No problems here” Listen to The 5-Part B2B Sales Training Series: Start with Part 1 here.

Tim And Cindy

No Problem = No Sale. In part 4 of the B2B Sales series, we’ll discuss how to get to the REAL pain and problem your prospect is facing. The reality is people don't get on sales calls just for fun, and as a salesperson if you don't uncover the real problem or challenge your prospect is facing, you won't get the close. This is an easy, step-by-step way to uncover your prospect’s true pain and challenge (not just what they say on the surface) so you can effortlessly position your service as the solution and close the deal 💸 In this episode, you’ll learn: 00:00 – Intro: Why mastering the problem is everything 01:34 – Step 1: How to open with the “right now” question 06:11 – Step 2: The 3-word probing questions that do all the heavy lifting 09:04 – Step 3: Asking impact questions that unlock urgency 10:23 – Step 4: Labeling the problem and getting full agreement 12:42 – Bonus: What to do when they say, “No problems here” Listen to The 5-Part B2B Sales Training Series: Start with Part 1 here.

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