Provoke Selling: How to Challenge Assumptions, Reframe Problems, and Win the Sale

By Shawn Casemore

Your prospect has already diagnosed the problem. They're usually wrong.

Today's B2B buyers finish most of their research before a salesperson ever enters the conversation. They arrive with the problem defined, the solution chosen, and the budget set, leaving you to compete on price against sellers who all sound the same. Even sharing insight no longer sets you apart, because AI and endless content have made insight a commodity.

In Provoke Selling, sales keynote speaker, author, and sales expert Shawn Casemore introduces a B2B sales methodology built for informed, skeptical, AI-assisted buyers. Grounded in behavioral science and field-tested across hundreds of sales teams, it rests on one premise: the seller who reframes the problem wins the sale.

With this book, you'll learn how to:

Disrupt the assumptions and biases that keep buyers stuck in the status quo Ask provocative sales questions that uncover needs your prospect hasn't considered Turn discovery calls into conversations that reframe the problem and create urgency Handle objections by challenging your prospect's thinking without losing their trust Sell to enterprise buying committees as effectively as to small business owners Put the methodology to work across your team, from the page to the pipeline

For salespeople, sales managers, business owners, and sales leaders, Provoke Selling is the sales strategy and training playbook for standing out, closing more deals, and winning the sales your competitors never see coming.

• Format: Paperback
• Language: English
• ISBN: 104136928X
• ISBN13: 9781041369288
• Release Date: June 2027
• Publisher: Productivity Press
• Length: 144 Pages