Should You Ever Skip Discovery in a Sales Process?

Have you ever had a prospect who asked you to just jump straight to the software demo? Perhaps you followed their request thinking something along the lines of the customer is always right. Maybe you’re worried about pissing off the prospect because they may think you don’t listen.

This is wrong. 

Besides the fact that you must lead software sales conversations with your clients as per The Perfect D.E.A.L Process, you must focus on the first letter of the acronym. D, which stands for discovery, is essential in the SaaS sales process.

This video will explain why skipping discovery is a very lethal mistake. Watch the video and learn how to make your prospects swoon and turn it into a love-at-first-sight, closed-for-life outcome!


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