Strategies for Sales Discovery

Because of a declining demand for our online webcast, PSA has decided to discontinue that option. On November 1st, join us in person as David Buonfiglio gives his presentation. See below for details and registration:

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An effective sales discovery process helps you understand the client’s needs, challenges, and goals. The foundation of sales discovery is in asking the right questions. But there’s a lot more to ensure you’re moving your prospect along toward a sale. So, in this presentation, we’ll talk about the kinds of questions to ask and to avoid, all while setting yourself up as an expert. We’ll discuss how to always stay in control of the meeting and redirect potential customers when they want to “interview” you. When a prospect says, “That’s a good question,” or “Gee, I have to think about that one,” I know the discovery is going well.

Here’s some of the material we’ll cover:

What kind of preparation and research should you do before the discovery call
How to begin sales discovery meeting
What are the best questions to ask
What are the worst questions to ask
Best ways to qualify your prospect
How to end the discovery meeting

David Buonfiglio is an Outsourced VP of Sales who concentrates on helping small- and mid-size companies optimize their sales strategy, process, and execution. With the help of his partner company, Sales Xceleration, Dave helps companies with hiring the sales force, transforming the companies’ sales culture, implementing new sales processes, and instilling best practices. He focuses not only on strategy but also tactics, all to help companies achieve record sales. Dave has 20+ years as a VP of Sales and is one year into his fractional sales practice.