The Discovery Meeting: Starting Off on the Right Foot

Everyone
  • 7 videos | 20m 11s
  • Includes Assessment
  • Earns a Badge
Rating 4.5 of 703 users Rating 4.5 of 703 users (703)
Discovery meetings are one of the earliest times in the sales process to build credibility, momentum, and trust. When conducted effectively, they deepen your understanding of customer opportunities and enable sales methods that leave your prospect intrigued to hear about your solutions. In this course, you'll learn some selling essentials to prepare for discovery, including how to secure the meeting, and how to conduct yourself once you are at face-to-face with the customer. The selling skills you learn will help you remain confident, avoid surprises, and get the relationship with your prospective customer off on the right foot.

WHAT YOU WILL LEARN

  • Identify key outcomes of discovery meetings
    Recognize guidelines for securing a discovery meeting
    Identify the types of people who should be invited to a discovery meeting
  • Determine when to match types of questions with  discovery questions
    Recognize examples of the appropriate use of discovery meeting skills
    Apply tactics for dealing with surprises during a discovery meeting

IN THIS COURSE

  • 41s
  • 3m 19s
  • Locked
    3.  Getting a Prospect to Say ‘Yes’ to Discovery
    3m 4s
    Discover how to recognize guidelines for securing a meeting. FREE ACCESS
  • Locked
    4.  Having the Right People at Your Discovery Meeting
    2m 55s
    In this video, you will learn how to identify the types of people who should be invited to a discovery meeting. FREE ACCESS
  • Locked
    5.  The Heart of Discovery: Asking the Right Questions
    3m 3s
    During this video, you will learn how to determine when to match types of questions with types of discovery questions. FREE ACCESS
  • Locked
    6.  Mastering the Art of the Discovery Meeting
    3m 12s
    In this video, find out how to recognize examples of the appropriate use of discovery meeting skills. FREE ACCESS
  • Locked
    7.  Handling Surprises during a Discovery Meeting
    3m 58s
    Learn how to apply tactics for dealing with surprises during a discovery meeting. FREE ACCESS

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