Do the Last Thing First!
Peel Back the Layers
Encrispen!
Avoid Buying It Back.
Execute all pathways with the fewest number of clicks.
Secure the order with the least expensive form of proof.
Zippy Mouse Syndrome is curable.
Walk a mile/kilometer in your prospects’ shoes!
Diagnose before offering a prescription.
One great Illustration is worth a thousand mouse clicks!
The vendor that is perceived as doing a superior job
in discovery is in a competitively advantageous position!
We are victims of momentum.
Stop selling when your prospect is ready to buy.
Don’t become a member of the Sales Prevention Team!
Your prospect’s Critical Date is not your end of quarter.
Sometimes it takes a direct conversation with a customer!
Don’t inflict corporate overview presentations
on your prospects.
Never take your prospect on a trip you wouldn’t take yourself!
There’s a lot we can learn from improv!
Fail fast, fail early, fail cheaply.
You can overcome the Dunning Kruger Effect!
With great curiosity comes great opportunity!
For every generalization there is a population
of meaningful of exceptions.
(Including this one!)
We live our lives in a state of constant confirmation bias.
Don’t suffer from the Curse of Knowledge!
It’s OK, dear prospect, to say no…
When opportunity knocks, open the door!
It’s like peeling back the layers of an onion:
What happens if you peel back the layers too far?
You cry!
People learn best from people they don’t know – ask any parent!
Marketing is a gateway drug to sales…!
There’s nothing sacred about Slide-Show mode…
All my heroes are imperfect;
I’m working hard to follow in their footsteps!
There are many better check-ins than, “Any questions so far?”
Make seventy-six seconds your target Speaker-Switch duration.
Don’t end a sales cycle before it can begin.
Sales can be an honorable profession!
Still working to improve the world one discovery conversation
and one demo at a time…
And if you are unfamiliar with any of the above,
you’ll find the sources here!
Suspending Disbelief:
Doing Discovery:
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
Great Demo! Third Edition:
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