#25 - Cutting your days to close in half through light speed discovery (Justin Welsh, Founder at JW Strategic Advisory)
30 Minutes to President's Club | No-Nonsense Sales
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How to Use Discovery to Get Deeper Insights in Your Sales Process
Justin: Use what I call like five level discovery to get deeper insights in during your sales process. "Discovery is a weak point for most salespeople, and they miss a lot of nuance that they can use inside of the sales call" For me, it's all about understanding technical pain. How urgent or how high of a priority is it to that specific person? That would be tip number one.
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