Your Sales Narrative For Times of Uncertainty
Despite dealing with economic and geopolitical curveballs for…
How to Create a Sense of Urgency in the Mind of Your Customer
Having a good ROI is not enough to win your customer's business!
One…
The Best Open-Ended Discovery Question
When it comes to running high-impact sales discovery, one of…
Don’t Fall Into These 3 Discovery Question Traps!
Good salespeople know that the quality of your discovery motion…
How to Get Customers to Answer Your Toughest Discovery Questions
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"How much money do you make?"
"What's your home phone number?"
"How…
3 Powerful Ways to Lead Your Customer Through the Buying Process
In part one of this post, I shared research on how modern sales…
Buyers Like Answering THESE Discovery Questions the Most (According to Science)
Running high-impact sales discovery is hard. Of course, going…
The Surprising Science Behind Ordering Your Discovery Questions
Many sellers know that when it comes to running high-impact discovery,…
5 Tips for Mastering the Art of Listening in Sales
Listening is arguably THE most important factor when it comes…
Missing Key Details in Your Discovery Calls? Try this simple exercise
“I just had the best discovery call!”, shouted one of my…
Experience Asymmetry: the problem with calling high (and how to fix it)
My very first sales role was as a sales engineer for a software…
Sell more by bridging the emotional gap between you and your customer
Radiology is one of the loneliest disciplines in medicine. Most…
Supercharge Your Persuasive Power by Saying What Your Customer is Thinking
“THAT'S the line? Are you kidding me?!?"
This was my ongoing…
3 Declarations to Help You Develop the Ultimate Discovery Mindset
In a recent post, I discussed how confirmation bias (AKA "happy…
The Silent Killer in Your Discovery Process and How to Stamp It Out
You briefly met at your best friend’s holiday party. You agreed…
The Most Powerful Question in Sales (and 3 Ways to Use it)
"What should I do?"
As a sales leader, my reps would often…