Eliminate Ghosting – The Discovery Stage

SKU: N/A

$295.00

Description

  • 90-minute workshop
  • “Diagnose Before You Prescribe. It can be dangerous to prescribe without an accurate diagnosis.” Steven Covey
  • Sales is a process.  As a seller, you have to be the process leader. The Sherpa. 
  • Understanding the buy / sell process – Where are you????
  • The most important step for the sales rep in the process, once the sales rep has an engaged prospect, is discovery. 
  • Discovery provides the foundation of the relationship and is the determining factor in your sales success. 
  • How to use the SPICE Process in your discovery and sales process.
  • Situation / Problem / Important / Cost / Explore
  • Is there a problem? Are you the solution provider to best fulfill the buyer’s needs?  Are we a fit?  
  • Key takeaways:
  • Diagnose before you prescribe.
  • Be the process leader – you conduct sales calls.
  • Do your research – be prepared.
  • Ask targeted, intelligent questions. 
  • Ok to use a combination of closed and open-ended questions. 
  • Listen and understand. 
  • Definitions:
  • Open ended questions are questions that have unlimited response options. 
  • Close ended questions are questions that have limited response options. Typically, yes or no responses. 

What you will receive:  

  • An e-book with over 200 impactful questions to choose from for your Discovery process.
  • Timeline Questions
  • Warm up questions for Prospect calls
  • Questions to disrupt existing vendor relationships
  • Questions to strengthen existing customer relationships
  • Questions to uncover problems, past and present
  • Questions about your customer’s customer
  • Why ask why? Questions to uncover hidden needs
  • Questions about who else is involved
  • Questions on creating value
  • Questions about competition, trends, and marketing opportunities
  • Impact and implication questions
  • Vision questions

    Reviews

    There are no reviews yet.

    Be the first to review “Eliminate Ghosting – The Discovery Stage”

    Top Sales Success Logo

    We deliver custom-designed programs tailored specifically to the culture, products, marketing, and operations for the company of each and every client.

    GET IN TOUCHConnect with TSS
    TOP SALES SUCCESSCheck Out Our Services
    AVANTAGEHeadquarters
    Organically grow the holistic world view of disruptive innovation via empowerment.
    OUR LOCATIONSWhere to find us?
    https://topsalessuccess.com/wp-content/uploads/2019/04/img-footer-map.png
    GET IN TOUCHAvantage Social links
    Taking seamless key performance indicators offline to maximise the long tail.

    © 2022 Top Sales Success. Powered by Torva Local.

    © 2022 Copyright by Top Sales Success. All rights reserved.