Paul provides tips on asking questions during discovery to encourage a good information exchange.

Show Notes 

Direct questions can often be high risk and may turn the buyer off. Try it this way: “What’s important to you when making your buying decisions?”

When the customer brings up price, set it aside. Focus the conversation on the outcomes the customer wants.

If the customer still wants to talk price, call attention to what they’ve said is important to them, then ask, “Is the price you’re willing to pay consistent with the outcomes you want to achieve?”

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