This episode of the Live Better Sell Better Podcast features your host, Kevin "KD" Dorsey. Deals are won and lost in the beginning during discovery. And to set it straight, discovery is NOT qualification. Qualification is done before discovery or throughout the presentation. It answers the question "can they?" while discovery answers the question "should they?"

HIGHLIGHT QUOTES

The most important goal of discovery is to get the buyer to agree to a problem - KD: "Let's talk about the goal of discovery. What is the actual goal? First bullet point: to agree to a problem. If you forget everything I say right now, except for this, you could stop the presentation right now and go listen to all of your discovery calls and go how often am I getting them to agree they have a problem?"

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