How do you know if your discovery has been poor?

What are the common signals and symptoms we see when salespeople haven't created enough value in this part of the sales process?

As we all know by now, the discovery stage is the most critical part of selling yet so many salespeople make easily eradicated mistakes.

Are we approaching it with the wrong mindset?

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Thanks for watching the video: What do prospects get from a discovery? | The Right Mindset for Running a Discovery