Discovery is an essential part of the sales process. It’s one of the most talked-about sales competencies and is well known by sales reps, yet not well done by them.

There are so many supposed sales “shortcuts” published. We often hear about “the words that sell” or how swearing in meetings increases the likelihood of moving forward. With all the noise, it’s easy for novice and intermediate sellers to lose sight of what the elite sellers do differently that truly improves their performance. 

Discovery certainly involves asking questions, but to top producers, it’s so much more. It’s a strategy with tactics and a logical thought process. In Modern Sales Foundations, we teach a discovery framework called Situation Assessment.

Download this cheat sheet to uncover the simple structure to effective discovery.