Commit to a specific discovery behavior that can be checked in two to three days.
Use one SPIN, consultative, or MEDDIC move in a real sales conversation within the next 2-3 days. Choose a live sales situation: a first discovery call, a stalled no-budget opportunity, a demo opener, a champion conversation, or a forecast review where evidence is weak. In my next first discovery call, I will replace a generic opening with a researched pressure hypothesis and one Problem question. In my next stalled opportunity, I will ask the buyer what impact, priority, or approval path would need to change for the project to become fundable. In my next champion conversation, I will ask for…
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