Sales Discovery: Finding Needs that Drive Buyer Decisions Getting prospects to open up and tell you what they need is easy, right? Just ask them and they'll tell you exactly what they want, when they want it and how much they're willing to pay. Hardly. For any number of reasons, prospects and customers seldom let you know what's on their mind. Sometimes their defenses are up and they're afraid to share information with you. They may think that you'll try to manipulate them if you know too much. Or, maybe they're just not thinking about what they need because they have too many other priorities to worry about at the moment. Whatever their reasons, you've got your own agenda. You need to find out - fast - whether prospects are worth your time. And if they are, you need to uncover the pain points that keep them up at night - and then help them see your product or service as the remedy for that pain. To help every member of your sales team become a master of the discovery process, we invite you to check out Sales Discovery: Finding Needs That Drive Buyer Decisions - a new sales coaching tool that's guaranteed to delivery results. PREVIEW the "Five Whys Technique" module which is part of this series. Price: $349.00  Quantity:    E-mail this product to a friend

What you'll get:

The kit contains three laser-focused programs, complete with click & play video, handouts, quizzes, discussion material and more. The programs included in this collection:

• Discovery: The Five Whys Technique to Uncover Hidden Customer Needs (8:32)
• Connecting With Buyers: Sell More By Selling Less (9:07)
• Stupid Questions: A Smart Selling Strategy (8:10)

Your salespeople will love the format.

Research clearly shows what adult learners DON’T want – long, content-heavy training events. Adults just can’t sit for extended periods absorbing training material. What do they want? Chunks. The research says you’ll get high engagement and high knowledge retention if you structure training events in short segments that focus on ONE thing, not three, or four or five.

That’s why Sales Discovery is made up of three short modules (each less than 10 minutes) that focus on a single aspect of needs discovery. They’re short but meaty. They’re simple but never simplistic. They’re designed to give your reps a highly potent dose of training, and then quickly get them back to their real job – selling!

Here’s a summary of what you’ll get in the three rapid learning modules:

• Discovery: The Five Whys Technique to Uncover Hidden Customer Needs
  How can you dig deeper and find out what’s really important to your customer? How can you identify problems that buyers themselves may not even be aware of? How can you find the one critical need that your competitors overlook? In this Quick Take, you’ll learn the Five Whys Technique -- a simple yet powerful tool that helps you conduct more effective discovery and find the buyer’s pain. (Length - 8:32)
  
  
• Connecting With Buyers: Sell More By Selling Less
  It’s tempting to barrage prospects with a detailed list of every wonderful feature and benefit your product delivers. Fact is, however, this approach can quickly kill your chances of making the sale. In this Quick Take you’ll learn how to avoid this common trap and find out what we mean by “sell a tree, not the forest.” You’ll also discover the four rules of selling more by selling less and a key mistake that can undermine a high-potential sale. (Length - 9:07)
  
  
• Stupid Questions: A Smart Selling Strategy
  Experience is a great asset in sales. But it can also be a liability. Seasoned sales people can get so comfortable with what they do, they fall into the trap of making assumptions about the customer’s needs. In this Quick Take, you will learn: The secret behind “beginner’s luck,” what inexperienced sales reps do that experienced reps sometimes overlook, how to separate “stupid questions” that should be avoided from ones that can enhance your credibility, and the smartest stupid question of all. (Length - 8:10)

Sales Discovery: Finding Needs That Drive Buyer Decisions works because each module is:

• Short – 10 minutes or less – so even your most impatient reps will watch them
• Engaging and fluff-free.
• Focused. Each program delivers a single “aha” that will change behavior. It could be something your reps have never heard. But it could also be something they know but don’t always practice.
• Perfect for both team and individual training sessions. Each module includes:

Remember: If you're not happy with this resource, for any reason, simply return it for a full refund. No questions asked.