Field sales guides

For salespeople who run discovery in person: at a job site, at a customer's desk, or beside a call on speaker. Each guide stands on its own.

• Discovery questions for field sales: 22 examples

  How to build the next question from what the buyer just said, grouped by situation: a cost, a person, a failed past attempt, a deadline.

• How to ask good follow-up questions in a sales conversation

  What to listen for, four ways to turn a buyer's statement into a question, and ten worked examples.

• How to take notes in an in-person sales meeting

  Keep eye contact during the meeting, then write up key points, decisions, concerns and action items with an owner and deadline.