Which statement is NOT true about 4-Point Play discovery topics?

• A. They help find what matters to the customer.
• B. They reveal the customer's current setup and its effectiveness.
• C. They focus solely on price.
• D. They guide next steps in the sales conversation.

Answer: (C)

Discovery topics in the 4-Point Play are aimed at uncovering what matters to the customer, understanding how their current setup performs, and guiding the next steps in the conversation. They aren’t limited to price; while price may come up, the focus is on needs, outcomes, and how the solution will fit into the customer’s situation. By exploring what the customer values, the effectiveness of their current system, and the steps to move forward, you can tailor recommendations and plan the follow-up actions that push the sale ahead. Saying they focus solely on price would miss the broader purpose of uncovering needs, constraints, and the potential value of the product or service.