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
