FLOW STATE

Discovery 1:
Uncovering & Developing Pain

Without an effective discovery it’s almost impossible to sell. In today’s environment prospects are often not aware of the underlying pains within their organisation that your product can solve – so finding pain is key:

  • What the fundamental purpose of discovery actually is – for us and the prospect
  • 9 common symptoms of poor discovery and how to avoid these
  • Why “finding pain” is no longer enough in the modern selling environment
  • The importance of Active Listening, Contextual Questioning, Probing & Finessing
  • Surfacing unrecognised value and customer-led urgency to impact the P&L

Sales Competencies that your team will develop in this module:

1

Agreeing Agendas & Upfront Contracts

2

Leading with Insight

3

Contextual Questioning

4

Active Listening

Related content

Discovery 2: Amplifying Value & Urgency

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Building & Delivering a Compelling Business Case

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