blog the-one-up-discovery 
Cerebral Selling
AUGUST 30, 2022
When it comes to running high-impact sales discovery, one of the areas so many reps struggle with is asking engaging discovery questions that customers actually want to answer! In my book and on this blog, I’ve spoken about the types of discovery questions that buyers like answering the most (according to science).
Iannarino
JULY 12, 2021
One way to uncover what might cause them to change is to ask directly: “what’s keeping you up at night?”. A more modern approach starts with a different type of discovery, one that has not yet been commoditized. No one changes when things are going well for them; they change when things are not what they need to be.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Iannarino
JUNE 30, 2021
The gist, I think, was something about having a discovery call to see how her solutions could help me book more meetings with my prospective clients. For some reason, they believe that their prospective clients are interested in a “discovery call.” First, only salespeople call them discovery calls—prospects just call them meetings.
Iannarino
JULY 3, 2021
The Gist: No one likes getting a straight pitch on LinkedIn. Much of the time, I try to create enough shame to get them to walk out on their job: “Your poor mother! That approach is treated as “spam.”. You can make the same mistakes when making a cold call by using the same flawed techniques. She must be so disappointed.”
Iannarino
JULY 19, 2021
This approach is over one hundred years old. When the conversation didn’t include our solution, discovery replaced it. Generally, after you agreed with your client on a solution, you would present it and provide a formal proposal and pricing. Rapport-Building. Our Company. Our Clients. Discover a Problem.
Iannarino
JULY 6, 2021
One of the ways you create a preference to buy from you is by helping your client make sense of their world. Likewise, traditional discovery doesn’t create the same value as sense-making, since it seeks out a problem without explaining why the problem exists in the first place. You Make Sense of Their World.
Iannarino
JULY 8, 2021
The Gist: Most discovery is too shallow to create much value for your prospective clients. Finding the presenting problem is now a superficial, commoditized level of discovery. Some of this loss is the natural result of making decisions in a complex environment, one that makes it difficult to be certain about the future outcome.
Expert insights. Personalized for you.
234 
Let's personalize your content