Eliminate Ghosting – The Discovery Stage




  • 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


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