Finding Out What Buyers Really Need
In complex sales, it’s impossible to effectively “map” buyers’ needs to your potential solutions unless you really understand their “pain.” But prospects aren’t always thinking about what ails them. They need to be reminded where it hurts.
In this program viewers will learn:
- The importance of Discovery in sales
- How to navigate a "threaded conversation" that drills down to reveal deep customer needs
- How the Five Whys help you turn more prospects into high-value customers
This module works because it’s:
- Short – just under 9 minutes long – so even your most impatient reps will watch it
- Focused - It delivers a single “aha” that will change behavior
- Perfect for both team and individual training sessions. The module includes:
- A concise desktop learning module - perfect for kicking off meetings
- Handouts for following along and taking notes
- A Meeting Leader's Discussion Guide to help you direct meaningful follow up conversation and reinforce the message
- A Summary Sheet participants can hang by their desks for quick review
- And a Quiz (online and printable versions) that reinforces the training and allows you to track how well your reps internalized the concept
This program will show your team how to become masters of sales discovery. You’ll learn how to uncover problems your customers might hesitate to reveal, are vaguely aware of but feel no urgency to address or aren’t aware of at all.
Remember: If you're not happy with this resource, for any reason, simply return it for a full refund. No questions asked.
