From the course: Sales Discovery
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Training and coaching
All of us in sales love the excitement and thrill of presenting to customers, asking for the business and closing deals. In fact those three topics are probably discussed first when it comes to the time we spend training for our job as sales professionals. However I think it's even more important to constantly look for ways to enhance our discovery skills. The better we get at it, the healthier our sales pipeline becomes which will lead to more opportunities. Discovery calls are essential step within the sales process to qualify a lead. Everything starts here and because of that we all should go through a rigorous training and coaching regimen. It's understanding what discovery is all about and recognizing that you're not selling, you're asking questions but not interrogating, listening carefully, learning, and engaging with your contact to establish a solid relationship. In most companies this starts with a standard…
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