How to find out more in discovery (recap when you know enough)Jan 10, 2023
If you are in sales you conduct discovery to:
1. Make sure you fully understand the prospect's situation before you pitch.
2. Demonstrate you can listen (not as common a skill as it should be)
3. Use the prospect's keywords and send the message that you are like them
(people like people who are like themselves)
So, what do you do:
You recap what the prospect said, but there's a problem
Some salespeople recap too soon before they know enough and that can come back to bite them later on
In this 2-minute vid, I share an idea you can use in your very next sales pitch to learn even more about the prospect
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