Software Sales Tips by Matt Wolach

Sales Tips

Never Sell During Discovery

Never Sell During Discovery

Jumping the gun to get to the demo when you should be focusing on discovery is a common problem.

The first step to an effective sales process is knowing how you can help your prospect. 

It would help if you took the time to ask open-ended questions that allow a prospect to share critical details of their needs.

Think of it like relationships.

The more you understand about the other person, or the buyer in this scenario  – their challenges, opportunities, concerns, budgets and its sign-off process, the business needs, timeframes, personal motivation, the business drivers (the customer pain), the power base within the organization, your competition, and more – the better you can develop a compelling solution that creates value.

With a listening attitude, you set the stage for probing questions and take the discovery to a deeper level.

So watch this video and learn to never sell in discovery.