Understanding the Importance of Discovery
Standalone module or first module in the Sales & Business Development course
Why take this module?
Before even talking about solutions or presenting an offer, you still need to understand what your prospect is really looking to solve. This module immerses you in the heart of the most strategic phase of any B2B sales approach: discovering needs.
➡ You will learn:
– Why discovery is the keystone of B2B sales success
– How to establish a climate of trust from the very first exchanges
– How this stage determines the relevance of your offer
– What is the direct impact of discovery on sales performance in complex sales cycles
Who is this module for?
This module is aimed at all salespeople, business developers, sales managers or B2B consultants wishing to structure and strengthen their impact from the first contact with a decision-making prospect (Business Director, Purchasing Manager, etc.).
How to use this module?
✓ Can be followed alone, as a concentrate of efficiency on a key lever of sales techniques sales
✓ Ideally fits into the complete “Sales & Business Development” course, covering the entire sales process, from prospecting to closing the sale
