Do you know how to navigate through a long discovery meeting? Do you know how to end a discovery meeting?  In this final part of a three part series on discovery Mike and Joe tell you how to structure the discovery meeting, how to finish it and offer lots of tips that will help ensure you have a successful meeting.

Do you know what is the most important information a salesperson needs to know about a prospect or client?   Do you know how to get that information?  In part two of this three part series on discovery Mike and Joe talk about what information you need to focus on when doing discovery, the types of questions you need to ask, how to leverage your knowledge to barter for the information you want and how to know definitively whether or not you’re talking to the right person.

Discovery Meetings Selling Strategies for Sales Professionals

You got your first meeting with the prospect. Now what are you going to do? Most sales professionals will tell you about the value of doing discovery but how many of us actually do it effectively? How many times have you or a sales person you know gone in to a discovery meeting only to make a sales pitch before knowing what the prospectâs problem really is? In part one of this three part series Mike and Joe talk about how to start a discovery meeting, the value of keeping the discovery door open and how to identify when its time to move to the next phase of the sales cycle.

Selling Consulting Services as a Sales Professional.

There is a big difference between selling products and selling services.  As a sales professional its important to understand what those differences are.  In this episode Mike and Joe talk about the unique characteristics of selling services and strategies sales professionals can utilize to increase your chances for success.