The Value of Discovery
Discovery is the most essential piece of the selling process. In a market that cultivates commoditization, where needed information is readily available and simplistic assessments are used to hastily define you, price is the priority over value creation. Prospective customers are predisposed to perceive your offering as just another commodity, so to hurry the transaction, they prefer to keep dialogue with you to a minimum. An effective discovery process challenges this paradigm. Asking the right questions, in the right …
