DISCOVERY-CALLS5 MIN READ
Dialogue With an Executive Buyer
Use concise SPIN questions with an executive while preserving active listening.
Dana Cho DC COO 1 Frame 2 Risk 3 Payoff Executive call Dana has 15 minutes and wants the short version. Executive brevity still needs discovery discipline. 15m available time Q3 operating plan pressure Business-altitude SPIN Replace low-value context with questions about decision risk, strategic consequence, and value of confidence.
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