Discovery: BEWARE! It ain’t the same!

By January 12, 2012Process Thinking

Asking deep, penetrating questions, then listening intently, really hearing the customer’s perspective, have long been the core best practices of great salespeople.  The context has always been “understand the customer’s requirements, issues, objectives and pain points.”  Personally, I’ve long been proud of my ability to ask good questions and to listen carefully.

Then I got to thinking about progress and obsolescence.  Is there a better way?

Listen to my musings and let me know what you think…

Discovery: BEWARE! It ain’t the same!