When you’re in discovery, your goal is to get to know your prospect’s pain and twist the knife on it. This may sound like a bad thing, but it’s not. It’s what will set you up for success. So you’ve got to get them to share their goals, what they’re trying to accomplish, what they’re hoping for, and where they want to go.
Remember we want exact goals, not just a “let’s grow” vision, we want them to say for example, “we need to grow by 20% or 50%” – whatever the figure is. You need to get their exact specific goals. This is the key step to executing the tactic that will bring you a ton of sales. Because what you want to do next is ask this question that’s really going to make it easier for you to close the deal.
Watch this video to find out!