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Created by Strategy to Revenue
Category Marketing/Sales > Sales Training
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.
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.
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