Symptoms:
1. Presenting “solutions” without sufficient discovery
2. Pre-answering questions that the vendor hears frequently (but weren’t asked by this prospect)
Prescription:
1. Do discovery before presenting solutions.
2. Let your prospect ask the questions and encourage a conversation!
And here are where you can find the cures!
Doing Discovery
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
Great Demo! Third Edition:
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