Answer: The main objective of discovery is to keep the flow of information generally coming your way during the conversations you have with people, so that you get more actionable reveals for near-term business, and therefore make more money sooner.
Answer: Through triangulation—asking similar but differently worded questions during a conversation—I was able to diminish the caller’s initial resistance to discussing lot values and, eventually, to discover his bottom-line price for the property.
Answer: Individual use of the Vending Opportunity technique—done by asking an opportunity-specific evaluation question—allows you to more readily gauge a person’s level of interest, and to more effectively pin down their potential direction.
Answer: Look at instances of “No” as chances to keep moving forward in what would have been dead-end conversations, and therefore as opportunities to identify new and actionable directions of business that you otherwise likely would have missed.
Answer: MoneyMakers, typically short and pithy for effect, aren’t intended to be rotely memorized and dutifully recited (like most fully canned Scripts & Dialogues) but—with practice—to be delivered spontaneously, improvisationally, and casually.
