The Discovery Process™ Sales Process Training

The Discovery Process engages the prospect in a series of questions to help them, and the sales person, discover the potential for improving the performance and profitability of their business. Through The Discovery Process you will be creating opportunities and solving problems with solutions to increase revenue, improve processes, reduce cost, save time, gain a competitive advantage, and improve your clients bottom-line.

Simple & Effective

It’s all in the set-up. When quality time is spent with the prospect building rapport and gathering information it increases the probability of success in the positioning and closing of the sale. This consultative approach simplifies the sales presentation down to the “hot buttons” that will make or break the sale, based on critical information gathered through The Discovery Process.

Differentiates You From the Competition

Most sales people “tell” versus asking questions and carefully listening. They know the solution before the prospect has time to discover it for themselves and continues to information dump on their prospect then ask for the order. By contrast, we train sales professionals to find and develop opportunities through questions: Account Profile Questions, Business Initiative Questions, Application Questions, and Qualification Questions. Now there is intelligent data from which the prospect can discover for themselves the needs and problems they have and you can help them develop a strategy to present the best possible solution.

Benefits of The Discovery Process

A simple question-based sales process.
Overcome call reluctance and schedule appointments with top level decision makers.
Develop the ability to gather information that defines in detail your customer's problems and needs.
Recognize each customer is different and has their own set of priorities, problems and needs.
Obtain inside information that helps you anticipate where your customer is heading before he gets there.
Learn that customer relationships are built through insight and foresight and not standard marketing approaches.
Listen long and hard to the voice of your customer.
Discover that effective listening lays the foundation for clear understanding and positioning the sale.
Manage the sales pipeline effectively.
Increase closing ratios.
Increase sales opportunities and achieve greater success through consistent use of an organizational sales process.

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