From the course: Sales Discovery
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Wrap-up and next steps
Assemble a group of salespeople to discuss various aspects of the sales process, and I can guarantee there will be some lively conversation. The rigors of cold-calling and prospecting will certainly be raised. Everyone will have a story or two about the various objections they've had to overcome from buyers they've encountered. And, like catching a big fish, you can be sure there will be tales told of the great close for a big sale. The first topic raised won't be sales discovery, but this step is an essential part of the sales process, and without success here you'll come to a dead end. Your diligence and ability to ask the right probing questions, assess the need of the client, determine a decision-making timeline, and provide a preliminary revenue estimate is what feeds the sales pipeline. Constantly improving our discovery techniques is critically important, and our training must never end. Learn from other sales…
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