Grow · 7 min
Always Be Discovering
ABD replaces selling products with providing solutions, because discovery focuses on the client, not the product.
The conversation is the product
Prospects decide with their hearts and then look for data that lets them stay with the decision. Discovery is how you earn the right to that data.
Always be discovering means you stay in questions longer than is comfortable. You curate the conversation around the actual pain, not the deck.
What to practice
Open with what they are trying to protect, not what you can invest.
Name the tension you heard, in their words, before you offer a path.
Stop explaining. Start confirming. Authority comes after education, not before.