Jay Cone

In this discussion, Lisa Weaver and Jay Cone, partners at Unstuck Minds, dive into the essential sales discovery process. They argue that building trust and rapport surpasses late-stage negotiations. The duo emphasizes the importance of active listening and genuine curiosity, suggesting that salespeople adopt 'attention agility' to connect deeper with clients. They introduce the SCAN framework for understanding client needs and discuss how empowering sales teams can enhance relationships and keep the focus on quality engagement over mere figures.