Nick Cegelski

If you plopped into your local steakhouse and barked at the waiter “Get me a steak”
You’d be kinda pissed off if they ran to the back and returned with an overcooked porterhouse.

A great waiter would respond to your demand by asking:
What cut?
Doneness?
Spinach or baked potato as a side?
Can I interest you in our cabernet that pairs quite well with the filet?|

Good discovery helps inform what we present and serve to the customer.

Turn goals into problems. If your prospect says they are looking to process their invoices more quickly, you might ask: "Does that mean invoices are not getting processed fast enough?".

Don't be afraid of "out of cadence" effort. If you see big news for a prospect you've been contacting, CALL THEM NOW!

When your buyer talks about a business initiative, go one layer deeper. Try asking "I can't imagine you woke up outta the blue and decided to pursue that. What's driving that for you?"

Ask your champion "How are you positioning this internally?" to determine how your champion is "selling" on your behalf.