Discovery with a Buyer's Perspective
English
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Self-Paced
Finish in
50 mins!
Finish in
50 mins!
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Employees
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Employees
only
Certificate
of Completion
of Completion
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What you'll learn
This module introduces a new framework for approaching a sales conversation coming from the buyer's perspective. It enables you to guide the conversation toward the buyer discovering why they cannot stay with the status quo and need your product and service, and what you must do to keep the momentum moving forward.
It is strongly recommended that you take the Knowing the Customer's Buying Process and Insight Selling courses before enrolling in this course.
Skills covered in this course
Description
Buyers often decide to make a purchase when they discover a risk or opportunity related to the product or service you are selling. This topic shows you how to uncover that risk or opportunity and guide the buyer toward making the desired discovery. It then provides a framework for a conversation that moves the buyer forward toward a ‘yes'.
Prerequisites: Knowing the Customer's Buying Process, Insight Selling
Prerequisites: Knowing the Customer's Buying Process, Insight Selling
Table of Contents
Introduction: Why the discovery process must shift from the salesperson's discovery to the buyer's discovery.
The Process: Introduces a new framework that guides conversations toward a buyer making a discovery, then commitment to move forward.
Using the DC2 Framework: Uses a case study to show a salesperson would prepare for a discovery conversation.
A Discovery Conversation: Presents the resulting discovery conversation in the form of a video call.
What Just Happened?: Reinforces the use of the DC2 framework by interactively examining the call just seen and summarizes how each part of the framework was used in this example.
Author
We’re an experienced group of sales and marketing leaders, and education and coaching stalwarts. We’ve all held senior positions at global corporations, or rolled up our sleeves to turn start-ups into successful international businesses, and in many cases we’ve done both.
Discovery with a Buyer's Perspective
Discovery with a Buyers Perspective 1 - Introduction
Why the discovery process must shift from the salesperson's to the buyer's.
Discovery with a Buyer's Perspective 2 - The Process
Introduces a new framework for effective sales conversations that moves a buyer to making a discovery and commitment to move forward.
Discovery with a Buyer's Perspective 3 - Using the DC2 Framework
Uses a case study to show a salesperson would prepare for a discovery conversation.
Discovery with a Buyer's Perspective 4 - A Discovery Conversation
Presents the resulting discovery conversation in the form of a video call.
Discovery with a Buyer's Perspective 5 - What Just Happened?
Reinforces the use of the DC2 Framework by interactively examining the call just seen and summarizes how each part of the framework was used in this example.
