Tag Archive for: discovery
![](https://cerebralselling.com/wp-content/uploads/2023/08/Sales-lessons-from-science-495x400.jpg)
6 Critical Sales Skills I Learned from Being a Research Scientist
In my wildest dreams, I never imagined I'd end up in sales. You…
![](https://cerebralselling.com/wp-content/uploads/2022/09/Selling-during-times-of-adversity-495x400.jpg)
Your Sales Narrative For Times of Uncertainty
Despite dealing with economic and geopolitical curveballs for…
![](https://cerebralselling.com/wp-content/uploads/2022/09/Humanizing-the-sales-process-495x400.jpg)
The Secret to Selling More? Just Be Human
Have you ever been completely put off by the rep on the other…
![](https://cerebralselling.com/wp-content/uploads/2022/09/Create-sense-of-urgency-495x400.jpg)
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…
![](https://cerebralselling.com/wp-content/uploads/2022/08/Open-Ended-Discovery-Question-495x400.jpg)
The Best Open-Ended Discovery Question
When it comes to running high-impact sales discovery, one of…
![](https://cerebralselling.com/wp-content/uploads/2021/12/Discovery-question-traps-495x400.png)
Don’t Fall Into These 3 Discovery Question Traps!
Good salespeople know that the quality of your discovery motion…
![](https://cerebralselling.com/wp-content/uploads/2021/06/Customers-Dodge-Your-Questions-495x400.jpg)
How to Get Customers to Answer Your Toughest Discovery Questions
/
0 Comments
"How much money do you make?"
"What's your home phone number?"
"How…
![](https://cerebralselling.com/wp-content/uploads/2021/04/pandemic-sales-lessons-495x400.jpg)
6 Lessons Learned from Pandemic Selling
Adversity is fertile ground for learning. And if learning…
![](https://cerebralselling.com/wp-content/uploads/2021/02/Guidance-495x400.jpg)
3 Powerful Ways to Lead Your Customer Through the Buying Process
In part one of this post, I shared research on how modern sales…
![](https://cerebralselling.com/wp-content/uploads/2020/08/Prescription2-495x400.jpg)
Stop Selling and Start Telling: The Power of Prescription
One of the biggest misconceptions sellers have is that customers…
![](https://cerebralselling.com/wp-content/uploads/2020/05/Losing-495x400.jpg)
Sell More by Losing Faster
In my last two VP of Sales roles, I found a surprising trend. There…
![](https://cerebralselling.com/wp-content/uploads/2019/09/shutterstock_226509517-495x400.jpg)
Buyers Like Answering THESE Discovery Questions the Most (According to Science)
Running high-impact sales discovery is hard. Of course, going…
![](https://cerebralselling.com/wp-content/uploads/2019/09/Value-vs-ROI-495x400.png)
Salespeople: Don’t Confuse Value with ROI
Nestled inside the Paris hotel on the Las Vegas strip is Le Burger…
![](https://cerebralselling.com/wp-content/uploads/2019/07/mindmap-2123973_1280-495x400.jpg)
The Surprising Science Behind Ordering Your Discovery Questions
Many sellers know that when it comes to running high-impact discovery,…
![](https://cerebralselling.com/wp-content/uploads/2019/02/shutterstock_199327049-495x400.jpg)
Three Reasons Your Outbound Strategy is Failing
Building an outbound sales strategy is a lot like painting a…
![](https://cerebralselling.com/wp-content/uploads/2018/10/shutterstock_292750823-495x400.jpg)
The Hidden Force Accidentally Driving Your Prospects Away
You're walking around the mall when something you remembered…
![](https://cerebralselling.com/wp-content/uploads/2018/09/shutterstock_350193197-495x400.jpg)
5 Tips for Mastering the Art of Listening in Sales
Listening is arguably THE most important factor when it comes…
![](https://cerebralselling.com/wp-content/uploads/2018/09/Discovery-call-exercise-495x400.jpg)
Missing Key Details in Your Discovery Calls? Try this simple exercise
“I just had the best discovery call!”, shouted one of my…
![](https://cerebralselling.com/wp-content/uploads/2018/05/shutterstock_206303470-495x400.jpg)
Sell more by bridging the emotional gap between you and your customer
Radiology is one of the loneliest disciplines in medicine. Most…
![](https://cerebralselling.com/wp-content/uploads/2018/04/shutterstock_391321927-495x400.jpg)
Supercharge Your Persuasive Power by Saying What Your Customer is Thinking
“THAT'S the line? Are you kidding me?!?" This was my ongoing…
![](https://cerebralselling.com/wp-content/uploads/2018/01/shutterstock_349927115_1000px-495x400.jpg)
3 Declarations to Help You Develop the Ultimate Discovery Mindset
In a recent post, I discussed how confirmation bias (AKA "happy…