Next Tuesday August 5 – The SE Book Club – Doing Discovery!

“In discovery, people and organizations want you to understand their perceived uniqueness; 

with solutions, they want to be part of a group.”

 

Join us to explore “Doing Discovery,” charting new territory to help sellers differentiate and win!

 

Here are a few destinations to choose from in our live session journey:

 

- Wants vs Needs

- Probe Types

- Expansion Questions

- Uncovering Value

- Investigating Impact

- Why? Questions

- Biased Questions

- Diagnostic vs Biased Questions

- Empathy and Quid Pro Quo

- Outflanking Competition

- Vision Reengineering

- The Reverse Demo

- Trust and Credibility

- Avoiding “No Decision”

- Starting Discovery

- Summarizing and Summaries

- The Curse of Knowledge

- Executives

- Enabling Your Champion

- Groups Versus Individuals

- Communication Within Your Team

- Overactive Listening

- Burn Victims

- The Technology Adoption Curve

- New Products – Disruptive Products

- Expansion and Renewals

- Transactional Sales Cycles

- Discovery on the Fly

- Discovery Metrics

 

Join the expedition here!

https://www.linkedin.com/events/7350680020169740289/ 

 

Want to embark on your own voyage?

Get the book!

https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/

 

And let us know which topics you’d like to discover!