Next Tuesday August 5 – The SE Book Club – Live!

“In discovery, people and organizations want you to understand their perceived uniqueness; with solutions, they want to be part of a group.”

Join us to explore “Doing Discovery,” charting new territory to help sellers differentiate and win!

Here are a few destinations to choose from in our live session journey:

• Wants vs Needs
• Probe Types
• Expansion Questions
• Why? Questions
• Biased Questions
• Diagnostic vs Biased Questions
• Empathy and Quid Pro Quo
• Outflanking Competition
• Vision Reengineering
• The Reverse Demo
• Trust and Credibility
• Avoiding “No Decision”
• Starting Discovery
• Summarizing and Summaries
• The Curse of Knowledge
• Executives
• Enabling Your Champion
• Groups Versus Individuals
• Communication Within Your Team
• Overactive Listening
• Burn Victims
• The Technology Adoption Curve
• New Products – Disruptive Products
• Expansion and Renewals
• Transactional Sales Cycles
• Discovery on the Fly
• Discovery Metrics

Join the expedition here!

https://www.linkedin.com/events/7350680020169740289/

Want to embark on your own voyage? Get the book!

https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/

And let us know which topics you’d like to discover!