Dec '25 (edited) • General discussion
🎯 In Today’s Sales Q&A: Discovery That Converts
Quick question for the sales pros in here: How many of your deals are won or lost before you even get to the pitch? The answer is 68%.
Not in the close. Not in the proposal. In the first conversation.
Today I'm leading our monthly sales session at Strategic Behavior Consultants, and we're going deep on the two stages of the SECURE Methodâ„¢ that most people rush through:
SYNC — Meeting the prospect where they are emotionally before you dive into business
EXPLORE — Strategic questioning that makes closing feel like a confirmation, not a confrontation
Here's what we're covering:
→ The 10 emotional states every prospect is in (and how to read them in the first 60 seconds)
→ The 60/70 Rule that separates closers from chasers
→ The 4-part question framework that makes prospects sell themselves
→ The "magic phrase" that always goes deeper
→ What to say when a prospect opens with "just give me the quick version"
Plus a live group exercise to practice it in real-time.
If you're in sales, leadership, or running any kind of business where you need people to say yes, this is foundational stuff.
The truth: Better discovery = fewer objections = easier closes. Every time.
Drop a 🔥 if this resonates. And if you've got a discovery story (win or fail), share it below, I'll probably steal it for the session. 😂
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🎯 In Today’s Sales Q&A: Discovery That Converts
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