Tue, 12 February 2008
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.