In this episode of "Rethink the Way You Sell," host Jeff Bajorek explains why discovery is not just a necessary part of the sales process but a valuable part. He gives you the 6 outcomes you can expect if you spend more time on discovery.
Articles referenced in this podcast:
https://www.jeffbajorek.com/posts/2021/1/29/the-sales-step-that-separates-top-performers-from-the-rest
https://www.jeffbajorek.com/posts/2021/2/6/this-is-what-great-discovery-looks-like
Forget about cornering your prospects with questions you already know the answers to; Jeff explores how to genuinely engage with potential clients by asking thought-provoking questions. From making your prospects think to asking questions neither of you knows the answers to, Jeff outlines a strategy that will earn you not just a deal, but the respect and trust of your client.
Jeff also shares his insights on what happens after the discovery process, like how to make a seamless transition into the next steps and ensure your deals never stall. Tune in to hear about the 3 types of questions that can help you create the tension necessary to close more deals. Whether you're a seasoned sales professional or new to the game, this episode is a treasure trove of techniques to help you rethink the way you sell.
3:36 - DON'T start with the usual questions, understand the prospect's situation
6:38 - The 6 Outcomes of GREAT discovery
13:35 - The 3 Types of Questions You Should Be Asking Your Prospects
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Music and Editing by @Doug Branson
Additional Music by @Blue Dot Sessions
