Sales Discovery Process: What Does it Involve?

Definition and explanation

The Sales Discovery Process is a series of activities salespeople engage in to gather information about a prospect's needs and pain points. This process typically involves asking questions, active listening, and gathering information about the prospect's business. The goal of the Sales Discovery Process is to identify if the prospect is a good fit for the product or service being sold, and to gain a deeper understanding of their specific needs and challenges. This information can then be used to tailor the sales pitch and ultimately increase the likelihood of closing the deal.

Why it matters in sales

It comes as no surprise that the Sales Discovery Process is a vital component to any sales organization. As Seth Godin might say, it's the equivalent of putting on a hard hat before entering a construction site - you wouldn't want to sell a product without taking the time to understand the prospect's needs and challenges first. Without engaging in active listening or asking probing questions, a salesperson might as well be throwing spaghetti at a wall to see what sticks. The Sales Discovery Process is not just important, it's an art form.

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