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Everyone wants to negotiateโ€ฆ no one wants to disco

This is just something I noticed that everyone thinks selling is closing and negotiating and presenting and smooth talking.


I definitely fell into this earlier in my career as well and still do sometimes.


The more I learn about sales it seems like it all comes back to how good you disco and and how well you use the info you get during the deal cycle but no one talks about too much. So many trainings are about negotiation or setting next steps which are obviously important but those things fall in place if you disco correctly.


We hire reps from top tier SaaS companies who are used to asking 3 questions and then order taking and I see top Enterprise reps doing the same thing.


Am I missing something here? Or where am I off base?

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