Articles in Discovery
How Sales Experience Can Hurt Us
Veteran Sales Professionals have the tendency to want to impress their buyer with how much they know. They often take on the attitude of, “I’ve heard your situation a thousand times. I know exactly what …
The Silver Bullet Discover Summary Process
After you’ve asked your discovery questions and have uncovered a lot of information, you want to do something that will create some positive buying momentum before offering your tailored solution. And I have just the …
