🤝 Salespublished 2w ago
Asking what would make a prospect reject you uncovers hidden deal-breakers
During discovery calls, salespeople naturally hunt for pain points that confirm their pitch. But in Peter Wason's classic 1960 experiments, over 80% of people failed simple reasoning tasks because they only tested hypotheses that confirmed their hunches. In sales, asking disconfirming questions—like what would convince you to keep your current vendor—forces buyers to reveal hidden loyalties and contract landmines before you waste weeks chasing a deal doomed to stall.
Sources
✨ Sparklet is a feed of fact-checked learning cards like this one.
Join free — start your streak