Effective discovery can make the difference between closing a great deal and consistently missing your quota. Uncovering business problems provides you, as a salesperson, the ability to effectively map your solutions to the customer's required capabilities. The key is to prepare, ask great questions, listen and effectively play back what you heard to the customer.
We are asked frequently about handling request-for-proposals, especially by our Command of the Message Alumni. What if you're late to the RFP process? What if you know your prospect is going to issue one, but hasn't yet. How can you be ready?
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Sales Discovery Process
Discovery is the most important part of the sales process. This is where you lay the groundwork for all future interactions with the client and build a relationship that will provide value over the long term. Some salespeople have a tendency to rush the discovery process, anxiously trying to get the order. Pushing the process leads to bad habits. Instead, focus yourself on being more efficient in uncovering key business issues that lead to great deals. Here are a few questions to use that will help lead a conversation to a business impact discussion.
Sales opportunities are often won and lost on the ability for the account team or individual rep to uncover the business pain and the financial impact of the pain. The most successful salespeople are the ones who execute great discovery conversations as part of the sales process. Elite salespeople know how to use those conversations as a way to drive next steps.
Even the most successful salespeople have to remind themselves about sticking to the fundamentals. When we've had some selling success, it's easy to rest on our laurels and forget the basics that helped drive our numbers in the first place.
Sales Coaching Tools
Building Positive Business Intent should be a goal with every one of your customer contacts. It’s a simple concept, but it’s not always easy. There’s not a cut and dry method to achieving it. Rather, it needs to be an underlying component to how you conduct business.