September 2018 – The Blunders That Ruin Your Sales Discovery Process

One of the most important early phases in the selling process is discovery, where you get to know the prospect and their needs. Done correctly, it establishes the foundation for a tailored solution and begins to build a trust-based relationship. Handled improperly, discovery can significantly damage a relationship even before it has a chance to begin. The following are some of the most common mistakes we see in the discovery phase.
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