Discovery Questions You Don’t Want to Forget

John Kaplan, an expert in sales discovery and processes, shares invaluable insights on effective questioning techniques to unlock customer needs. He emphasizes the importance of thoughtful questions like, "Can you walk me through your current process?" and discusses how to engage clients meaningfully. Kaplan also explores the link between business pain and financial impacts, helping sales professionals create urgency and drive decision-making. This conversation is a treasure trove for anyone looking to enhance their sales strategy.