When it comes to Sales Strategies, Artful Discovery is the most important skill a sales professional must master.
I use the phrase ‘Discovery‘ rather than ‘Needs Assessment‘ because this process implies a journey of mutual exploration NOT just asking questions.
Artful Sales Discovery requires a depth of understanding in three areas:
- Understanding of Need (Identify measurable pain and/or gain)
- Understanding of Buying Process (All aspects of the investment process)
- Understanding of Impact (The economic/financial logic they will use to justify the Investment
Asking powerful questions forces the prospect to expand their understanding of theirsituation and is the primary point of value creation for the sales professional.
Unfortunately, many sales organizations struggle with crafting the right language for these questions. In my work with clients, I have identified the 21 most important questions you can use to perform Artful Discovery.
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Tags: Sales Tools, Sales Strategies, Artful Discovery, Sales Process