Five discovery questions built on BRAIN.
A short, practical guide your team can use in their next conversation.
One question for each stage of BRAIN.
Each page gives your team the question, why it works, what to listen for and a natural follow-up. It is a structure, not a script, so your people can put it into their own words.
Background
Understand the buyer’s world before you say a word about yours.
Results and Challenges
Find out what is working, what is not, and what it is costing them.
Ambitions
Learn where they want to be, in their own words.
Impact
Help them see what closing that gap would mean for them.
Next Steps
Agree one clear, sensible action that moves things forward.
Plus four pages on staying CALM.
Objections are not the end of a conversation. They are a request for more understanding. The guide shows what to say and what to avoid at each step.
Cushion
Acknowledge the concern without defending.
Ask
Find out what sits behind it.
Listen
Give the answer your full attention.
Meet
Respond to the real concern, not the surface one.
How to use it this week.
Who did most of the talking?
Choose one conversation this week and use all five questions in order. Afterwards, ask yourself that one honest question.
When a buyer reaches Next Steps, you have earned the right to present. They feel heard, and the decision feels like theirs.
Colly Graham
International Sales Trainer. Founder and CEO, salesxcellence. Fifty-six years of selling across eleven countries.
Take it into your next conversation.
Print it, share it with your team, or keep it open before your next call.
Want BRAIN working across your whole team?
Start with a thirty-minute discovery call. We will talk about your team, your results and where BRAIN could help. No presentation. Just a good conversation.