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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When to Talk About Your Solution

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