Mistake #1

Sometimes we can be seduced by the brilliance of our own solutions – the brilliance may be in our own eyes only. It is easy to delude ourselves into believing that the prospect will automatically see the brilliance of our solution and accept it unquestioningly (as well as fall at our feet for the penetrating insight we just presented).

Mistake #2

Taking a formulaic approach to a human interaction. If you have a standard list of questions you use at your Discovery meetings, you are probably missing out on listening for the meaningful offer you can make that will move the sale forward.

Mistake #3

Assuming that demonstrating your competency is the fundamental building block for generating trust.