The Audible-Ready Sales Podcast 33. Executing Great Discovery w/ Brian Walsh
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Oct 6, 2020 In a compelling discussion, Brian Walsh, a sales discovery expert, dives into the art of effective sales conversations. He emphasizes that preparing three key elements is essential for successful discovery calls. Brian shares tips on why pre-call preparations are vital and offers strategies to connect with high-level stakeholders. He also highlights the importance of storytelling over direct selling, ensuring the conversation transitions smoothly from needs assessment to tailored solutions, ultimately fostering trust and engagement.
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Relevance in Discovery
- Start broad in discovery but avoid generic questions.
- Demonstrate relevance by acknowledging prior knowledge and offering a point of view.
Positive Discovery
- Use discovery questions to get prospects talking about positive aspects of their business.
- This builds trust and subtly sets the stage for discussing challenges.
Flexible Roadmaps
- Prepare a roadmap for the conversation but be ready to pivot based on what you hear.
- Active listening is crucial; avoid rigidly following a script.