In episode #223 of the Negotiations Ninja podcast, we dove into Deb Calvert’s “DISCOVER” framework. She expounded upon the SPIN methodology and developed her framework to cover the right questions to ask throughout the sales process:  Data: Get some facts Issue: Determine the issue between the two parties Solution: Get people to think outside the box Consequence: Ask pain-point and goal-oriented questions Outcome: Pain-point and goal-oriented questions Value: Determine what is important to the other person Example: Share examples to get them thinking and processing Rationale: Ask questions to understand the buyer’s decision-making process. Learn more about Deb’s framework and how it can help you in sales and negotiations in this throwback episode of Negotiations Ninja!