Discovery

Discovery Defeats Commoditization

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The market cultivates commoditization – easy access to information, simplistic assessments meant to hastily define you, and alternatives that prioritize price over value. All is done with minimal dialogue, to hasten the transaction, saving time and money for the supplier, and perhaps for you too. If your objective is to be perceived as a commodity supplier, then this process is effective for you.  But if your strategy is to be distinctive, then you must find an …

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The Antidote for Commoditization 

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  Bob Schultek Author of The Gauntlet rschultek@staging.elfin-bead.flywheelsites.com 216-272-4449     The market is tilted in favor of commoditization – easy access to information about multiple options, a simplistic assessment of those options to fit them into pre-determined boxes, and little time or interest in exploring alternatives beyond what is evident through readily available information. Responding to your inquiries without discovering why solving the prospect’s problem is important to them just reinforces their perception of you as …

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4-Part Sales Discovery Motivates Action

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The most critical part of any sales process is Discovery – seeking to uncover a prospect’s needs and goals.  Prospects become customers once they confirm that you have heard their story, can meet their goals as well as their needs, and could actually exceed their expectations. Productive sales Discovery does much more than uncovering a prospect’s needs and goals.  It: Encourages prospects to do the talking; Provides an opportunity for you to demonstrate empathy; Enables …

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