Secrets of Mindful Discovery: uncovering critical insights through science, trust, and empathy
Description: discovery is arguably the most critical step in any sales professional’s selling process. It not only helps you understand your customer’s functional, business, and strategic needs but also whether or not it makes sense to do business together. Both buyer and seller time is precious and you ultimately want wildly successful customers who become raving advocates that drive repeat business! Unfortunately, many of the most critical customer insights in the discovery process go unspoken and unshared due to lack of alignment, trust, and focus. The key to discovery success; listening, adopting the right mindset, building rapport, asking the right questions, and putting yourself in your customer’s shoes.
What you’ll take away:
- The 3 critical gauges of discovery success
- Using science and empathy to uncover your customer’s functional, strategic, and emotional challenges
- Ensuring you maximize the value of the discovery to both buyer and seller through proper discovery planning and follow-up
Who is it for: sales development reps, account executives