Many sales reps are concerned with closing, discounting and negotiations, my response to that is, if you can’t open and uncover what problems your prospect is trying to solve, no closing techniques are required. I believe you win or loose in the discovery.
In today’s podcast I share a framework I work from to conduct an effective discovery, I also share where I see most reps struggle in discovery and also the role of the sales leader.
Sales leaders, are you providing your team with a framework for discovery? Reinforcing the learning and supporting them on and after the calls? Watching game tape, let them see in the moment the the impact of their questions, tone, body language etc. Seeing things from the customs lens provides a completely different perspective.
How would you rate your discovery?
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To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
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