Discovery-Led Selling

1 Day Course

Sellers, Sales Managers, Sales Support

Discovery-Led Selling is a style of selling where everything the seller does and says is based on the facts they discover about the customer's business needs early in the sales cycle. This course teaches sellers how to master the skills of discovery-led selling using a customer case study as an example.

Too often, sellers present their solutions to customers without fully understanding the underlying business problem. In study after study of effective sales behavior, we've seen that that approach tends to extend the sales cycle and cause difficulty justifying the price of the seller's products and services. These sellers discuss their solution as if it had intrinsic value, rather than linking its value to the unique business needs of their customers. We hear sellers describing in great detail their products, services, and approaches using a string of superlatives to communicate its value, rather than using quantifiable business metrics.

If sellers want to be more customer-centered, they need to master the skills of Discovery-Led Selling: understand customer's business needs before presenting the value of solutions and continually link the value of solutions to the customer's unique business needs.

Together, effective use of these skills will deliver dramatically larger deal sizes and higher win rates for the sellers who use them consistently at their customer accounts.