Jordana Zeldin on the D.I.S.A.R.M. discovery agenda setting framework
Outbound Squad
The Art of the Conversation
If you are a genuinely curious person, you're going to be able to find something that feels authentic. So many people have these lists of discovery questions that they have to ask in order to either qualify their prospect or on get the information that they need to know. Following that approach, it's pretty hard to use discovery to create connection and grow relaionship. You can leave your list at home. It's kind of the art of selling, you know. It's the art of building the connection.
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