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This Is NOT Enough!
The majority of “discovery” calls that I’ve heard look and sound something like this: 0:00 Intro (generally only about the vendor reps) 0:03 “Rapport
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Four Great Quotes
“Prospects are perishable – handle with care.” – Zig Ziglar “Never miss a good chance to shut up.” – Will Rogers “Character
Presales and Sales Skills: Five Questions that Need to Be Answered!
Why? Why is this skill important? What? What is the skill? How? How do you apply it? When? When do you apply it and
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Seven Levels of Discovery Skills: What’s YOUR Level of Practice?
Level 1: Uncovers statements of pain Level 2: Uncovers pain and explores more deeply Level 3: Uncovers pain, explores deeply, broadens the pain and
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I’m Curious About Curiosity…! What Makes Us Curious and Why?
A certain level of curiosity must be evolutionarily advantageous. It certainly aids in doing discovery! Daniel Berlyne’s research on curiosity might offer some clues:
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What Does Insufficient Discovery Cause?
Here’s the short list! Delayed Decisions No Decisions Unwarranted Discounting “Buying It Back” Slowed Sales Cycles Wasted Sales Cycles Harbor Tour Demos Stunningly Awful
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How Can You Avoid Discovery Becoming an Interrogation?
“…And where were you the night of November 15, 2024…?!” In discovery, too many one-way questions can feel like an interrogation or inquisition. And
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How Is Doing Discovery Like the Parable of the Blind Men and the Elephant?
Here’s that story: A group of blind men heard that a strange animal, called an elephant, had been brought to the town, but none
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Ten Levels of Demo Skills: What’s Your Level of Practice?
Level 1: Follows the standard demo script Level 2: Customizes based on the prospect’s market/industry Level 3: Customizes based on the
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SKO Swipes: Sales Leaders LOVE These!
“Now this is different…!” I thought. I was sitting in the back of the room at my customer’s sales kickoff meeting and noted that
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