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 it makes sense to do business together. Unfortunately, many of the most critical discovery insights go unspoken and unshared due to lack of alignment, trust, and focus. Salespeople aren’t always clear about the insights they seek or how they intend to get their customers to share them. As a result, most sellers spend more time losing deals than we do winning. 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:
- how to use proven principles of science and empathy to uncover your customer’s business, strategic, and emotional challenges
- how to identify the highest value discovery insights and 4 key tactics for collecting them
- how to build massive credibility by expertly framing your customer’s needs (even if they can’t articulate them!)
- how to build trust throughout your discovery call and how to end it to ensure high-impact follow-up and next steps.
Who is it for: sales development reps, account executives