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Founders: Here’s how to get your sales pitch in ship-shape — Peter Kazanjy

In Depth

CHAPTER

Discovery Conversations - What Are They All About?

The purpose of discovery questions is to understand the individual's current state, but also reveal things to them. The counter example would be a sales call that is not prepared for another meeting. That's to turn on an account versus closing for whatever the next thing is. Ross: When people always be from clingy or gline it's because they're just closing business and don't want to stop.

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