Blog Category // Modern Discovery

The One-Up Discovery

The major difference between One-Up salespeople and those presently One-Down is that the One-Up person creates a tremendous ...

You Already Know Your Client's Problems

Some salespeople argue that there is no way to know what problems, challenges, or obstacles a client might have before ...

The Intention of Your Discovery Questions

If the intention of your discovery questions is to elicit a problem so you can sell your "solution," you are not really ...

You Are Not Really Doing Discovery

The main outcome of discovery for most salespeople is to identify the client's problem and its impact. The reason the ...

On the Nature of Consultative Sales

After posting an article on LinkedIn, a reader commented to ask me about a line in the article that reads: “If the only ...

10 Better Reasons to Ask Questions Instead of Identifying Problems

How on Earth is it possible that you don't already know what problems your clients have? How could you not already know what ...
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