Kyle Asay @salesintroverts shares his top tips for discovery in B2B sales, including what questions To ask prospects during the sales discovery process, how to run a discovery call, and a discovery call script.
Check out Kyle's Account Executive tips on LinkedIn here - / kyleasay
And see Kyle's Account Executive frameworks + discovery guides on his Sales Introverts website here - salesintroverts.com/
0:00 What is Sales Discovery?
0:23 Outcomes of Good Discovery
2:10 How to Prepare for A Discovery Call
3:28 Setting a Discovery Call Agenda
4:57 Questioning Techniques in B2B Sales
6:12 Questions To Ask During Sales Discovery Process
8:24 Discovery Isn't a Sales Stage
9:42 Setting Next Steps Following Discovery
11:34 Kyle Asay Sales Introverts Outro
Throw out the pain, budget, authority, and timeline qualification questions and instead focus on asking the right questions to understand how customers are doing things today, what's going wrong with them, what problems and impacts that's causing, what they've tried to do to solve it, and who the problems are affecting.
Doing so will allow you to present a solution demo more effectively that's tailored to their problems and ensure you're working with prospects who are actually motivated to change and make a purchase.
#salesdiscovery #b2bsalestips #discoverycall
22 июн 2024
