In sales, the temptation to launch into the product and service pitch early in the sales process can sometimes be overwhelming, especially when there is direct or implied pressure being applied to hit a number. This can lead to the seller being focused more on what is in it for them, rather than being focused on what is in it for the buyer. The end result is often no sale, at least some form of objection, and a loss of reputation and credibility. Sellers need to be better at sales discovery, at working out whether there is an opportunity in the first place, and slowing down the sales process in order to speed up. In this episode, I enjoyed a terrific conversation with Tom Stearns, a sales leader, coach & trainer, as well as co-founder of Graphic Sales Stories, about mastering the art of sales discovery and storytelling. I hope you enjoy the conversation.

To connect with Tom, and to learn more about Graphic Sales Stories, go to:

LinkedIn – https://www.linkedin.com/in/tomstearns/

Website – https://www.stearns.io/

Website – https://www.graphicsalesstories.com/