4-Part Sales Discovery Motivates Action
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 …
