By Tibor Shanto
Discovery is a great opportunity to not only dig in with the buyer but also get to the “Real” of the sale. There is a discovery question you should always ask.
More importantly, it is an opportunity to differentiate yourself based on how you sell, not your product. Asking the fast-food main-stream variety discovery questions leads to that level of nutritional value to a sales conversation for a buyer. You want them to think, think about the question, who would ask it, and the possibilities it introduces. Tick the checks on these and you’ll have an open dialogue, try this one:
The Sales Scrum Podcast – Ep. #3
This Monday – March 9, 2020, 10:00 AM ET or so!
My Guest will be Tim Herron. We talk about how to help sales reps succeed whether they are down the hall or across the continent. Herron draws his lessons from his experience as