Key Frameworks for Discovery
How to properly qualify a B2B prospect from the first contact? How to structure your questions to understand their real business challenges?
This 100% operational module is a keystone of any effective sales approach.
Whether you are a B2B salesperson, business developer, key account manager, or manager involved in business development, this content will allow you to implement a powerful and structured method for successful initial exchanges with a prospect.
This module can be taken independently, or as part of the complete Sales & Business Development that supports sales professionals in improving all stages of the sales cycle.
In this module, you will:
• Deepen your understanding of the SPIN Selling framework, used by the best B2B salespeople worldwide
• Understand the different types of expressed or latent needs, to generate more interest from prospects
• Understand the decision-making mechanisms in business, to better target your contacts and better manage complex decision-making circuits
• Master the fundamentals of active listening, to immediately establish a relationship of trust and pick up on weak signals
• Lay the foundations for a structured, credible, and differentiating approach
Are you looking to improve your first sales meetings? Do you want to ask the right questions and avoid scripts that are too sales-oriented? This module is designed to make your initial contacts a real lever for commercial opportunities.
