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Blog Category // Modern Discovery

You Start Discovery Too Late

Most people in sales would agree that discovery in B2B sales is the top critical factor in your success. When you look at ...
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Discovering the Root Cause

The decision-maker sitting across from me was explaining how every company in my industry had failed him. He disclosed his ...

How to Address "What's Your Price?" before B2B Sales Discovery

Many of the older, outdated sales approaches forbid salespeople from answering questions about price. These approaches ...

Why You Must First Solve Buying Pain Points in B2B Sales

"Whoever is in a hurry, shows that the thing he is doing is too big for him." —The Earl of Chesterfield For as long as ...

Improve First Meetings by Abandoning Your Spiel for Sales

Sales reps normally start their sales discovery process by building rapport, working to make some connection with a decision ...
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Five Powerful Discovery Call Questions

The discovery phase of the sales process always proves to be critical. Most salespeople waste discovery by asking the client ...

How and Why to Use an Open-Ended Question

To achieve different outcomes inside the sales conversation, you need to ask different questions. Because it is helpful to ...

Modern Customer Discovery Questions

Selling effectively in the 21st Century requires asking clients a new set of discovery questions. These new questions ...

A Poor Diagnosis in the Sales Discovery Process

There is a general consensus that you win or lose a deal in the discovery phase of the sales conversation, even if it takes ...
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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 ...
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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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