When to Talk About Your Solution

In a discovery session, there comes an inevitable point when the
customer asks you to talk about yourself or your solution. When
this happens, the last thing you want to do is say too much. Brian
Walsh discusses the need to minimize your own input and connect
everything you say to issues relevant to the customer. He
covers:

The basic principles to follow when it comes to talking about
yourself in a deal.

Determining and conveying the problems you solve and the
outcomes you drive toward.

Pointing the conversation back to the direction of the
customer.

The importance of confidence.


Here are some additional resources:

Active Listening | Ascender Course

https://bit.ly/427t6RP



Achieving a Collective Yes | Ascender Course

https://bit.ly/3nHv8ZU



Tips for Active Listening | Podcast

https://bit.ly/3nxE5VI





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