Zero In – Kobo eBook

You’ve just started selling. Every conversation seems to produce more notes, more questions and more to-dos, yet the deal doesn’t get any closer to a decision.

Zero In gives you a simple way to decide what you actually need to know, and when you know enough. The Arrowhead Method uses one shape: Who, What and How, with your client on one side and your company on the other.

Follow Maya, a new seller with a promising deal, as she learns to ask better questions, check her assumptions and stop collecting information for its own sake.

Inside: the three levels of certainty, the bar and the gap, a one-page canvas and a conversation guide you can use straight away.

For new and early-career sellers, presales, and anyone who has to qualify a deal without years of instinct behind them. It works alongside MEDDPICC, SPIN and whatever your company already uses.