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Artful Discovery by Mind Map: Artful Discovery
5.0 stars - 17 reviews range from 0 to 5

Artful Discovery

Discovery throws a wrench

There is tension in the sales process

Classic argument: "I just want a proposal"

Everyone wants to "get to it," but the results are not good.

If you plan to "sell on value" you must be able to demonstrate results.

Dispel fear of Discovery in the sales process

Key:

"C:"

"Y:"

The Most Powerful Word in Sales: [WHY?]

Trying to find root problem/desire

Ultimately you want to get to...

Discovery Fundamentals

Understanding your client

Understanding your client's customer

Understanding your client's competition and market

Understanding your client's strategies and tactics

Wrapping up Discovery...