Deals are won or lost in discovery. A key part to successful discovery is the salesperson’s ability to articulate what they learned in discovery back to the customer. We call it playing back “What We Heard”. In this podcast, John Kaplan runs through best practices for using this information to your advantage, including: How it helps you overcome seller deficit disorder How to deal with sounding too repetitive How to use your customer to help you play back negative information Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Additional Resources:  A Buyer’s Perspective on Seller Deficit Disorder