Notes

• Sep 01, 2026Discovery in the meeting. How to ask questions so the client sells to themselvesHow discovery differs from an interrogation, how to run it inside the presentation, how SPIN questions work on a car purchase example and how to listen to the answers.7 min
• Aug 31, 2026The first 5 minutes of a meeting. How to build contact and not ruin the small talkWhy the result of a meeting is decided before the presentation, which small talk works, how to read the client's body language and 7 mistakes that put the client on the defensive.7 min
• Aug 26, 2026How to prepare for a client meeting so you do not improvise blindWhat to learn about the client before the meeting, how to build a hypothesis about the pain, which questions to prepare and what to bring. Checklist at the end.4 min