Daily Sales Tips
1869: The 3 Best Discovery Questions - Krysten Conner
Jan 17, 2025
Krysten Conner, a sales expert with experience at Tableau, Outreach, and Salesforce, shares her insights on creating a positive buying experience. She discusses the importance of the discovery phase in sales and introduces the EMT framework to uncover buyer pain points. Krysten emphasizes that when buyers feel supported, they are more inclined to engage. Tune in for practical tips that can enhance your sales strategy and foster a better connection with potential clients.
06:15
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Quick takeaways
- Utilizing the EMT framework in discovery calls allows sellers to thoroughly explore buyers' pain points for deeper understanding.
- Empowering buyers by presenting them with clear next steps enhances engagement and drives the sales process forward effectively.
Deep dives
The EMT Framework for Effective Discovery Calls
The EMT framework emphasizes a structured approach to discovery calls in the sales process. The first component, Excavation, involves delving deep into the buyer's pain points rather than settling for superficial insights; sellers should encourage prospects to describe their challenges thoroughly. The second component, Match, helps sellers gauge the prospect's urgency, understanding whether they are in education mode or facing an immediate issue that requires a solution. This alignment ensures productive conversations that address the real needs of the buyer, ultimately leading to a more meaningful engagement.
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