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Sell Playbook: How To Ask Discovery Questions To Uncover Business Problems (Nick & Armand)
30 Minutes to President's Club | No-Nonsense Sales
Effective Discovery with Playbacks
During the discovery phase, it is crucial to ask iterative questions at each layer without overwhelming the prospect. To show active listening and understanding, incorporate playbacks when a prospect mentions multiple issues. Playbacks involve summarizing and repeating back key points the prospect has raised to demonstrate engagement and comprehension.
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