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Practise the conversation before it counts.

A sample academy by Carrow. Start with Discovery: the second question: four short films and four practice rounds on the two moments that decide a deal.

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Discovery: the second question

Most discovery stops one question too early. Stay on the buyer's answer, handle pushback in their words, and play back the problem before you offer anything. Four short films, four practice rounds and a check, in about 35 minutes.

923m

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The champion with no budget

Help them build the case they can't sign. For the buyer who likes what you sell and can't approve it: find who can, and put the problem in front of them in the champion's own words.

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Procurement, without the panic

Name the process, then work it. What to ask when the buyer says 'send me a proposal' or 'we need three quotes', so your proposal answers the question that decides it.

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Negotiating without discounting

Trade, don't give. Hold your price by narrowing what 'too expensive' means, and trade every concession for something the buyer can give back.

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Qualifying without interrogating

Find out if it's real, politely. Learn who decides, whether there's money and what happens if nothing changes, through the same second questions you ask in discovery.

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Coaching reps with the method

For managers running the one-to-one. Listen for the second question in your reps' calls, coach one move at a time, and rehearse the next call before it happens.

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