by | Jan 10, 2025 | Discovery, The Buyer's Mind, Value Selling
As you might imagine if you have read my past posts, I want to start the budget chapter by considering what the buyer is thinking about when a seller asks them for their budget. When most sellers ask for a budget, they ask it as one of a long string of questions that...
by | Dec 20, 2024 | Discovery, Relating to The Buyer, The Buyer's Mind
We have spent the past three posts talking about discovery, and I would like to continue the series as it is such a vast topic that influences so much of the sales cycle. Discovery is not a discrete portion of the sales process but rather a consistent ingredient...
by | Dec 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...
by | Nov 8, 2024 | Discovery, Relating to The Buyer, The Buyer's Mind
Basic curiosity is one of the best tools for improving your outcomes in sales. If you want to be great at sales, nurture your curiosity. Like any other muscle, it needs work. Read, watch, listen, observe the world, and think about how one occurrence or situation has...
