Sam Dunning explains why the discovery phase is his favourite part of the sale, and shares his approach to making this a solid foundation for what will follow.

Agreements made and information shared at this stage can be used throughout the process and when used alongside tools like Mutual Action Plans can have a positive impact on selling.

Many of his lessons are hard earned and his story of how he sold LinkedIn is not to missed!

Key insights include: use an upfront contract, search for a trigger event, and agree deliverables.

Connect with Sam and Fred on LinkedIn!

Podcast sponsored by Remaster Media.