Do you ever wonder what makes a sales call pop? Some say it’s all about discovering as much information about the client as possible. Others might argue it’s to do with presenting your points effectively. How do you choose which approach to take? In reality, you need a balance of both.

A discovery call is the 1st conversation between you and the prospective customer after they’ve expressed an interest in your product. This is the time to find out what’s important to the client. Gathering this information means that when you then present your pitch, you can tailor it to answer their specific needs. This course will show you how.

By the end of this course, you’ll be able to:

• Recognize how the discovery process can help you understand your clients’ needs
• Identify best practices to follow during the discovery process
• Explain how to implement a sales-presentation structure based on discovery

Why take this course?

If you’re a sales executive, manager, or representative, you need to understand your customers’ needs before presenting your pitch. In this course you’ll learn how the discovery process can help you better understand your clients and boost your business relationships. You’ll also find out how to carry out a sales presentation incorporating discovery.

15 mins | SCORM | Development Plan