Presenting a solution before understanding the problem can create a proposal with little urgency behind it. Better discovery starts with curiosity.
One action to start with
Review your last sales conversation. Identify what you learned about the customer’s problem and its consequences. Prepare three discovery questions before your next meeting.
What this can look like
A prospect may understand your service perfectly but still see no reason to act because the cost of leaving the problem unresolved was never explored.
Illustrative example. This is a short application guide to chapter 31, not the full chapter.
Bring it into the business
Ask your team where they see this pattern. Agree one decision, one owner and a date to review what has changed. Start small enough to act on what you learn.
Use the leadership meeting pack ↗Want an outside perspective?
Work through the commercial priorities, owner dependence and recurring decisions that are holding the business back.
Read the full chapter
Chapter 31 starts on page 154 of The Questions You’re Not Asking.