The Discovery Meeting: Starting Off on the Right Foot
- 7 videos | 20m 11s
- Includes Assessment
- Earns a Badge
Discovery meetings are one of the earliest times in the sales process to build credibility, momentum, and trust. When conducted effectively, they deepen your understanding of customer opportunities and enable sales methods that leave your prospect intrigued to hear about your solutions. In this course, you'll learn some selling essentials to prepare for discovery, including how to secure the meeting, and how to conduct yourself once you are at face-to-face with the customer. The selling skills you learn will help you remain confident, avoid surprises, and get the relationship with your prospective customer off on the right foot.
WHAT YOU WILL LEARN
identify key outcomes of discovery meetingsrecognize guidelines for securing a discovery meetingidentify the types of people who should be invited to a discovery meeting
determine when to match types of questions with discovery questionsrecognize examples of the appropriate use of discovery meeting skillsapply tactics for dealing with surprises during a discovery meeting
IN THIS COURSE
EARN A DIGITAL BADGE WHEN YOU COMPLETE THIS COURSE
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