Discovery Mistakes That Kill TFAM Deals

Purpose of This Lesson

To help you avoid silent deal killers.

Mistake 1 – Asking Yes/No Questions

Fix: Ask open-ended, reflective questions.

Mistake 2 – Solving Too Early

Fix: Stay in discovery longer.

Mistake 3 – Talking More Than Listening

Fix: Let silence work for you.

Mistake 4 – Skipping Impact

Fix: Always quantify consequences.