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Some Great Lessons in Storytelling
“Truth Is the Arrow, Mercy Is the Bow: A DIY Manual for the Construction of Stories” by Steve Almond is an intriguing and occasionally
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“Tell Show Tell” Risks!
Many people in sales and presales have been taught to “Tell Show Tell” when demonstrating their software. It’s a good approach, but you need
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As a Prospect, Suffering Through a Typical Discovery Call Is Like…
Filling out a paper intake form at a hospital while you are bleeding profusely and in pain! Taking your ailing auto to a bad
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Closed?
Why is it called “closed” if it’s supposed to be the opening of a long customer relationship?
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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