by | Dic 6, 2024 | Discovery, Preparing To Win, Value Selling
I have spent the past couple of posts talking about discovery, but we have not talked much about what makes a good discovery question, and why. Last post we discussed Neil Rackham’s SPIN Selling and the four questions that you can use to progress through a...
by | Nov 22, 2024 | Discovery, Preparing To Win, Presentations, The Buyer's Mind
In this post I am going to spend more time talking about discovery. I rarely stay on the same topic for two posts in a row, but there is so much to talk about when it comes to discovery. Discovery is what makes or breaks your ability as a seller to be influential. It...
