sales discovery Process

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active listening skills

The Consultant’s Conundrum: How To Improve Your Active Listening Skills

By Liston Witherill / October 5, 2018 / Comments Off on The Consultant’s Conundrum: How To Improve Your Active Listening Skills

This article is an episode of my podcast, The Liston.io Show. Feel free to listen while you read.  There’s an opinion in consulting circles that you need to persuade people in order to sell them anything. You know – twist their arm into doing something they don’t want to do. People believe that’s the…

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Sales Discovery Process and the Power of Good Questions

Sales Discovery Process and The Power of Good Questions

By Liston Witherill / October 4, 2018 / Comments Off on Sales Discovery Process and The Power of Good Questions

This article is an episode of my podcast, The Liston.io Show. Feel free to listen while you read.  There’s a pretty common medicine metaphor used to describe the role of consultants and service providers, and it goes like this: You go to the doctor, and they ask you some discovery questions. They need to…

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