Business
Discovery is one of the most critical components in the sales process. But when it comes to engaging new prospects, so many sales professionals wade into uncharted waters without proper preparation, or fail to do adequate research on their prospective buyers. Today we fix that with Andy Paul CEO and Founder of Zero-Time Selling. Andy is one of the foremost authorities on sales training and sales coaching with well over four decades of proven success closing deals and making sales. He and I discuss how using discovery can better prepare salespeople to get to know their prospects and clients better and lots more besides, with plenty of tactics you can implement personally, and with those you coach. In this episode, we cover: [+] How best to introduce discovery into the sales process [+] Digging deep to find out what drives your buyer's decision making [+] Not hiding your competitors from prospective customers [+] The importance of benefits of building trust, respect, and connections. [+] Genuinely discovering and understanding your client's needs [+] Building lasting relationships with other stakeholders in the sales process [+] Coaching others so that they can use the tools of better discovery too And lots more besides. Connect with me on Linkedin and give feedback on the show: https://www.refract.ai/matt For show notes, sales coaching resources, and more visit: https://www.refract.ai/coach