Sales is a game of inches, and great discovery gives you an edge over the competition. A well-executed discovery process helps not only you, but also your customer. In today’s episode, John Kaplan shares his best insights on leading mutually beneficial sales conversations. Topics under discussion include:
- The importance of two-sided discovery.
- On-ramps to customer conversations.
- The three buckets that salespeople must fill in every customer conversation.
- The need to meet customers where they are.
- Keeping abreast of your standing with the customer and observing their level of engagement in conversations.
Here are some additional resources:
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