Discovery & Questioning Skill

Twenty situational-judgement scenarios on the first real conversation with a buyer: choosing the question that opens a subject rather than closing it, digging past a stated symptom to what it actually costs, hearing the concern a buyer mentions once and then walks away from, and holding the pitch back while there is still something left to learn. Written for sellers who run their own discovery meetings, and scored on partial credit because several of these options are things good salespeople genuinely do.