Frank's Quick
Tips!
Quick Tip #8
Land Ho! So What Do You Discover in
Discovery?
Discovery is a key part of the
sales process, because it is the step where we begin to
discover the problem that brought the customer into the market
in the first place. And how do we do this? We discover the
prospective customer's circumstances by listening carefully to
what s/he says and asking good questions to gather additional
information. Discovery is not just for us; the customer often
clarifies his or her understanding of the problem -- and the
options -- as we probe and question.
Discovery from How You Make the
Sale
You can find much more about the
mechanics of selling -- and read practical advice about how to
become a better salesperson -- in my book How You Make
the Sale.
Click here
to jump to the Amazon.com website and order How You Make
the
Sale.
