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The 3-Step Framework To Win Every Sales Pitch ft. April Dunford
Marketing Against The Grain
Engaging in Discovery during a Sales Call
During a first substantive sales call, a good sales person engages in discovery by understanding the client's current situation, their requirements, what is prompting them to seek a change, and what alternatives they are considering. The call involves sharing the seller's point of view while also having a back and forth conversation to understand the client's needs, knowledge, and preferences. Research indicates that many clients may not be fully aware of what is possible in the market and what their purchase criteria should be. Therefore, simply asking them what they want is not effective, as they may not be entirely sure about their needs.
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