Sales Micro Learning

💡 Tip — Day 156

Most weak discovery sounds like a checklist. Great discovery builds contrast: how work happens today vs. how it needs to happen when the business is healthier. That’s the heart of Gap Selling: buyers move when the gap is clear. Use the “Before → Broken → Better” stack: 1. Before: “Walk me through how this gets done today.” 2. Broken: “Where does that process slow down, fail, or create extra work?” 3. Bleed: “Who feels that pain, and how often?” 4. Better: “If this were working well 90 days from now, what would be different?” 🎯 Try this today: Add these four questions to your next discovery call notes, then pick one deal and fill in any answer you’re currently missing.