From the course: Sales Discovery
Essentials of sales discovery
Your company has announced a great new offering that the entire organization is excited about. The marketing team, developers, and senior executives all have their eyes now focused on the sales department. Initial prospecting has uncovered dozens of leads that have bolstered enthusiasm even more. So, let's go close some deals, right? I'm sorry, but you're not ready for that yet. Presenting and closing gets so much attention, but one of the most important steps of the sales process, and the one that drives the health of your pipeline, is the sales discovery call. This is the critical first step with a lead to determine if they can become a qualified prospect. My name is Dean Karrel, and I've spent more than three decades in sales and sales management positions. Every person I've hired and trained has heard me preach about the importance of planning and preparation in this discovery phase of the sales process. In this course, we'll review how to engage and develop a comfortable rapport with your lead and how to ask the probing and layered questions to uncover their needs and pain points. We'll review the critical information you need to learn from budgets to the decision-making process, and then how to determine what should be the next steps. Sales discovery is an essential skill that every sales professional must learn. Are you ready? Great, then let's get started.
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