The discovery, is the part of the consultation where we ask questions about the prospects experiences that led them to identifying there is a problem to solve. We ask them about their past experiences, aiming to reveal their pain. We ask them about their future aims, in order to reveal their hopes for gain. We do this to identify their dominant buying motive, so that we can earn the right to recommend a solution that will solve their problem.

Intent statements are invaluable devices we can use to communicate expectations to any prospect on any sales call or consultation. In this post, we share the first 3 of 5 elements of the an intent statement...