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Happy Monday, Sales Pros!
The readers have spoken, today’s topic is Discovery.
Where precisely the Discovery process starts and ends may vary, but the core of what it is can be summed up by one of my favourite Discovery conversation starters:
“The goal today is to find out whether we have a solution for your problem. If we both believe that we do, we’ll agree on the next steps. If we agree that we don’t I’ll thank you for your time and take up no more of it. How does that sound?”
I’ve found an excellent piece on the entire process here:
A few points strike me as particularly important to establish at this early stage:
Build rapport - you will be able to refer back to this if the Sales process goes off track at any point in the future.
Guard your prospect’s time jealously, plan carefully, monitor constantly, warn the prospect when there’s a danger of the call overrunning. This is your earliest, best and cheapest way of showing trustworthiness and customer orientation.
Make sure you have open-ended questions and follow-up questions prepared.
Take good quality notes & make sure to enter them into your CRM ASAP.
Empower the prospect to make the decision at the end of the call: “In you honest opinion, does it make sense to continue the process at this point?”
Enjoy your beverage of choice like (The) Secret Sales Pro: https://shop.secretsales.pro/
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