Uncovering a top level need may not be difficult, but what compels a client to buy? It’s not a price reduction, flashy packaging or an incentive. It’s open communication that allows the buyer to self-realize the impact of their challenges and/or goals. Following a connection driven, highly repeatable conversation structure will allow you to not only make the proper recommendation, but will have buyers asking you for the close.

At the end of this course you will be able to:

– Understand the modern customer journey

– Uncover buyer motivations

– Facilitate a deeper, discovery conversation

– Bring a client to a moment of self-realization

– Increase buying urgency

Topics that will be covered:

– Discovering Your Discovery Style

– Why Effective Listening Matters

– Buyer’s Motivating Factors

– The Modern Customer Journey

– The Value Driven Discovery Process

Who Should Enroll in this Course:

– Individuals with professional sales experience (inside or outside, B2B or B2C)

– First level sales managers

– Professionals who have been trained in a discovery or needs analysis process

– Salespeople aiming to deepen their discovery conversations

Preparation: Current sales process self-assessment provided with registration.

Competencies: Sales, Uncovering Needs, Discovery

Method: Group-Live

Course Level: Intermediate

Duration: Half Day in Person, 2 hours Live-Online