Sales Discovery Training

We will teach your Sales team the skills to get all relevant information from a prospect to help you close, whilst increasing the urgency to buy on the side of the prospect. The best salespeople are the ones that focus on winnable opportunities.

Good Discovery = Smooth Deal Process
Salespeople need to realize that sales are not about talking, but about listening. Most discovery calls are not customer-centric and do not reveal the true intentions of the buyer.

How often has a deal gone dark on you? Bad discovery.
How often did you put a deal on ‘Lost’ after >25 interactions? Bad discovery.
How often did a prospect decide to go for a competitor? Bad discovery?
How often did a prospect reject you based on price? Bad discovery.

Sales demos are a mere continuation of the sales discovery process, which underlines the importance of being great during discovery calls. We train your sales reps to become great deal openers in order to take charge of the deal process, instead of reacting to it.

Stop Selling To The Need
If you don’t know the impact of a problem aka. the hierarchy of pains. Then you don’t know what drives the buyer and you’ll only be able to react. By understanding the impact that drives a customer’s buying decision, we gain control of the purchasing process.

Discovery Is About Qualification & Disqualification
There is no shame in losing a deal. There is shame in losing a deal after many attempts and contact points.

Difference Between Inbound & Outbound Discovery
You’ll the difference between being doctor in your own doctor’s office and the doctor that is invited to speak about a virus on TV. In & outbound deal discovery vary a lot in the beginning phase of a conversation.

Build Your Own Discovery Framework
Depending on what you sell, your questions must be different. Depending on who you are selling to the number of questions that you are allowed to ask is different. You’ll leave the training with the right guidance to build your own playbook.

How To Get The Prospect To Open Up?
No more ‘just show me your product’. Discovery calls are about respect contracts between you and the prospect. Learn how to trigger commitment and fade into a conversation.

Prioritizing Your Questions To Maximise Impact
Executive stakeholders suffer from ‘discovery fatigue’ – so you only get 5 questions to understand their pain/impact. Which 5 questions will you choose?