The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

We already know that the discovery meeting is an important part of the sales process. In this episode, we’ll talk about the best ways to structure your discovery calls and improve outcomes.  Structuring your Discovery Calls Salespeople accomplish more selling by how they structure and conduct the discovery meetings. You accomplish more by how you ask and how you pitch.  Discovery precedes presentation. We first need to understand why we’re doing this.  You need to get the customers comfortable with you. You have to build credibility so that the customers and potential clients are willing to talk to us.  Salespeople are not “Yes-man” people. We need to level the playing field. We can’t go thinking that we’re winning the deals by scoring obedience points.  It’s critical to understand the purpose of discovery.  Salespeople have two missions:    To produce the most value and the best outcome for the customers To give ourselves the best chance of winning the deal   There’s this obedient salesperson in us th