185 (Sell) Ditch Open-Ended Discovery for POV Discovery (Tom Williams @ Clari)
30 Minutes to President's Club | No-Nonsense Sales
Shifting focus from solutions to understanding the buyer's problem
This chapter emphasizes the value of understanding the buyer's problem and providing a framework for measuring and quantifying it. It also discusses reframing the scope of the interaction and tailoring the discovery process based on the buyer's urgency and problem analysis.
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