Today we dive deep into the concept of conversational discovery vs. the interrogation tactics that so many of us use in our discovery meetings with clients. John Cerqueira who has close to 20 years of client facing experience helps us define what it means to humanize the selling process by focusing on what is important to the client. First focus on the problem they are trying to solve and only talk about solutions once you have a complete understanding of that problem. John has great stories of both success and failure that will help any sales rep reflect on their approach to conversational discovery. 

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