This one underrated pain point in discovery can make/break your deal The common types of pain are: But don’t forget contextual pain  Context – or current realities – have real impact, enabling you to help your prospects see the bigger picture. A simple (and common framework): VUCA Buyers (and sellers) are navigating:

I bundled up to take a walk with my daughter I said, “Sorry, one sec, I’m a cold wimp.” She said, “No you’re not – you just know what your body needs.” That’s called a reframe – they’re very effective in sales You can use them with prospects and clients to help them think afresh […]

This is what top sellers embody: People are “persuaded by considerations of their interest” (Aristotle) Today we call this: WIIFM (What’s in it for me)

Lower your confidence bar from an ideal “state of being” to a: Actions outsmart feelings

They focus on:  A good date focuses on: This is the way