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Nothing the buyer has done is permanent, and the only thing you can do to make the situation better is to limit your reaction.

It is so important to avoid a situation in which you ask the buyer for a budget with lack of context, and lack of conversational framing.

Remember that discovery is not about selling. It is not about solving problems, and it is certainly not about your solutions.

Customize and position your questions in order to earn credibility. Follow them up in order to learn the information you need to learn.

Discovery is what makes or breaks your ability as a seller to be influential.

If your questions are generic, invasive, robotic, or overly simple, you are telling the client that the conversation will not add value

While building a relationship, positivity is important, and while closing a deal, connecting the solution to the pain is important.

There are four foundational tools that can be used as the building blocks for organizational or team strategy

What can the inventor of the calculator teach us about value as it relates to sales?

“You have to sell the bucket before you fill the bucket”