should drill down and prove for further details needed to fully develop, clarify , and understand the nature of the buyer's problems. Facts as well as the buyer's interpretations, perceptions, feelings, and opinions are sought in regard to the buyer's needs, wants, dissatisfaction, and expectations relevant to product, delivery requirements, budget and financing issues, and desired service levels. The goal is to discover needs and dissatisfaction that teh salesperson's sales offering can resolve. Examples of discover questions might include How oftern do these equipment failures occut? How well are teh current suppliers performing? what disadvantages do you see in the current process? how satisfied are you with the quality of components you are currently purchasing and how difficult are tehse for your operators to use?