Sell Playbook: How To Ask Discovery Questions To Uncover Business Problems (Nick & Armand)
30 Minutes to President's Club | No-Nonsense Sales
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Uncovering Business Problems Through Conversational Discovery
This chapter emphasizes the importance of asking insightful discovery questions in sales calls to uncover significant business problems that impact the organization. It discusses the approach of making the discovery process feel like a conversation rather than an interrogation, focusing on solving impactful issues rather than process-related concerns.
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