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Why the “Discovery Phase” is Key to Closing Sales

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24m 37s
Idioma:  English
A 2021 Buying Study by Forrester found that 87% of salespeople failed to conduct an effective “Discovery Phase”.
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A 2021 Buying Study by Forrester found that 87% of salespeople failed to conduct an effective “Discovery Phase”. If a customer’s needs are not accurately identified, how can we present a customised solution to match the buyer’s goals? This Episode gives Salespeople the Key Steps to Streamline their Discovery Process:

  • Establish the “Root Causes” of a Prospect’s issues & challenges
  • Questioning Skills using 5 W’s 7 and 1 H
  • Master the Skills of ‘Courageous Conversations’
  • How to Identify 3 ‘Pain-Points’
  • Use the ‘Discovery Process’ to build Trust & Rapport
Thank you for your valuable and practical advice. I know now where I am going wrong. I tend to jump into 'presenting' way too early, I must stop that. Roxy Struwig
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Clive

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