SALES-FUNDAMENTALS5 MIN READ
Coach the Discovery Conversation
Use SPIN and consultative listening to deepen short buyer answers.
Mara M VP Customer Success 1 Open 2 Deepen 3 Value Live discovery 20 sec Mara has said reporting is 'mostly fine' even though her team requested a call about executive visibility. The seller needs to deepen without making Mara feel contradicted. short answers executive readout Framework 60 sec SPIN plus consultative listening
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