AA-ISP Virtual Sales Summit
A Framework for Better Discovery
April 20th @ 4:10 – 4:40pm
Too many salespeople ask the wrong questions or conduct Discovery superficially. This results in a weak or non-existent business case and information gaps that prevent the rep from communicating value in a compelling way.
Asking questions to uncover details of the customer’s situation certainly isn’t a new idea, but doing it with the right framework can make all the difference. Great sales discovery is a hallmark of elite salespeople and a significant differentiator.
This session will dig into discovery and share a framework to ensure you can get the most out of this critical stage of your sales process.
Tune in to learn:
1. What sellers most often get wrong during discovery
2. What to ensure you learn when conducting discovery
3. How to structure your questions to create a logical flow
4. How to apply what you learn from discovery later in the sales process