According to buyers, sellers overwhelmingly do a poor job early in the buying process:
- 74% of buyers say sellers aren't effective at leading thorough needs discoveries
- 64% of buyers say sellers aren't effective at communicating value
- 74% of buyers say sellers aren't effective at listening
Too many sellers approach buyer conversations with a preplanned pitch and assumptions about what buyers want or need. It takes listening and asking insightful questions to understand what buyers value and prioritize, and what will spur them to take action. Uncovering buyer needs is critical to driving opportunities—and it starts with an engaging sales discovery call.
In this complimentary toolkit, you'll learn to lead thorough discovery calls that reveal buyer needs and get to the root of their issues.
The toolkit includes:
- [Ebook] How to Run a Successful Sales Discovery Call: 11 steps for leading a thorough discovery call, including tips for how to prepare, questions to ask, how to appeal to emotional needs, and more.
- [Checklist] 10 Powerful Questions for Sales Meetings: A curated list of questions to prompt buyers to share their latent needs.
- [Video] The Key To Leading a Thorough Needs Discovery Meeting: Learn how to capture and maintain buyer attention during your sales discovery calls.
You’ll learn:
- 11 steps to take before, during, and after a sales discovery call
- How to maintain buyer engagement and collaboration during calls
- Three types of questions to uncover buyer aspirations and afflictions
- How to dig deeper than surface-level needs
This toolkit is the perfect starting point to lead effective discovery calls that put you in the best position to win the sale.
Download the toolkit by filling out the form.
