1. Find out if the customer's problem an inefficiency vs a pain. Do it during the customer discovery stage and save ton of efforts going wasted downstream. 2. Use silence-pause while discussing money with a customer. That's the time for sellers to restrain from too much talking.
![CHILE vs. BRASIL [1-2] | RESUMEN | ELIMINATORIAS SUDAMERICANAS | FECHA 9](http://i.ytimg.com/vi/5ObJt_71AYc/mqdefault.jpg)
1. Find out if the customer's problem an inefficiency vs a pain. Do it during the customer discovery stage and save ton of efforts going wasted downstream.
2. Use silence-pause while discussing money with a customer. That's the time for sellers to restrain from too much talking.