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Deb Calvert’s DISCOVER Framework (Throwback), Ep #326

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Manage episode 352926618 series 2954093
Innhold levert av Mark Raffan. Alt podcastinnhold, inkludert episoder, grafikk og podcastbeskrivelser, lastes opp og leveres direkte av Mark Raffan eller deres podcastplattformpartner. Hvis du tror at noen bruker det opphavsrettsbeskyttede verket ditt uten din tillatelse, kan du følge prosessen skissert her https://no.player.fm/legal.

In episode #223 of the Negotiations Ninja podcast, we dove into Deb Calvert’s “DISCOVER” framework. She expounded upon the SPIN methodology and developed her framework to cover the right questions to ask throughout the sales process:

  • Data: Get some facts
  • Issue: Determine the issue between the two parties
  • Solution: Get people to think outside the box
  • Consequence: Ask pain-point and goal-oriented questions
  • Outcome: Pain-point and goal-oriented questions
  • Value: Determine what is important to the other person
  • Example: Share examples to get them thinking and processing
  • Rationale: Ask questions to understand the buyer’s decision-making process.

Learn more about Deb’s framework and how it can help you in sales and negotiations in this throwback episode of Negotiations Ninja!

  continue reading

446 episoder

Artwork
iconDel
 
Manage episode 352926618 series 2954093
Innhold levert av Mark Raffan. Alt podcastinnhold, inkludert episoder, grafikk og podcastbeskrivelser, lastes opp og leveres direkte av Mark Raffan eller deres podcastplattformpartner. Hvis du tror at noen bruker det opphavsrettsbeskyttede verket ditt uten din tillatelse, kan du følge prosessen skissert her https://no.player.fm/legal.

In episode #223 of the Negotiations Ninja podcast, we dove into Deb Calvert’s “DISCOVER” framework. She expounded upon the SPIN methodology and developed her framework to cover the right questions to ask throughout the sales process:

  • Data: Get some facts
  • Issue: Determine the issue between the two parties
  • Solution: Get people to think outside the box
  • Consequence: Ask pain-point and goal-oriented questions
  • Outcome: Pain-point and goal-oriented questions
  • Value: Determine what is important to the other person
  • Example: Share examples to get them thinking and processing
  • Rationale: Ask questions to understand the buyer’s decision-making process.

Learn more about Deb’s framework and how it can help you in sales and negotiations in this throwback episode of Negotiations Ninja!

  continue reading

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