Great conversations only happen when salespeople aren’t afraid to be uncomfortable.
Being elite often comes down to being the person who can ask great discovery questions with patience, empathy and confidence. Force Management Facilitator Antonella O’Day shares how to dig deep in discovery conversations in a way that creates a healthy tension in the conversation, including:
- The biggest misconceptions when adding positive tension to sales conversations
- How to prepare to drive interest from buyer
- Best practices for helping sellers dig deep in a way that’s empathetic
Here are some additional resources on discovery:
- Executing Effective Discovery Podcast
- https://apple.co/3dSpXi6 
- Our Most Popular Content on Executing Effective Discovery 
- https://bit.ly/3vkqP52 
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.