Engaging Customers Effectively

Discovery can be a demanding process, and finding the right questions to ask requires intensive listening and thoughtful preparation. Fortunately, there are a few questions that are relevant to every deal and can help you get the ball rolling. These include:

• “Can you walk me through your current process?”
• “What’s working well in your current process?”
• “What struggles are you currently facing?”

In today’s episode, John Kaplan goes into detail about the standard questions to ask in every discovery process and explains how to use the answers to dig deeper and ignite a sense of urgency within the buyer.

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Executing Your Discovery Strategy | Ascender Course
• Deepen Your Discovery | Ascender Course
• Key Questions to Ask in Your Sales Discovery Conversations | Ascender Article
• Uncovering Hidden Pain Points | Ascender Article
• How to Convince Your Customer to Take Action in Your Sales Process | Ascender Article
• Creating Urgency with Your Customer | Ascender Video
• The Coat of Pain | Ascender Video
• Providing Value in Discovery | Podcast

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