In episode #223 of the Negotiations Ninja podcast, we dove into Deb Calvert’s “DISCOVER” framework. She expounded upon the SPIN methodology and developed her framework to cover the right questions to ask throughout the sales process:

Data: Get some facts
Issue: Determine the issue between the two parties
Solution: Get people to think outside the box
Consequence: Ask pain-point and goal-oriented questions
Outcome: Pain-point and goal-oriented questions
Value: Determine what is important to the other person
Example: Share examples to get them thinking and processing
Rationale: Ask questions to understand the buyer’s decision-making process.

Learn more about Deb’s framework and how it can help you in sales and negotiations in this throwback episode of Negotiations Ninja!

Deb Calvert’s DISCOVER Framework (Throwback), Ep #326 22:42 Share

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Deb Calvert’s DISCOVER Framework (Throwback), Ep #326