In this podcast I work through the second stage of The RedRock Strategic Sales Path: Discovery. I discuss how to integrate age-old knowledge with modern sales techniques that will help your prospects make quick, non-analytical decisions using their own built-in short cuts.
As a salesperson it’s important to understand that not every prospect is qualified to be a client. For this reason, it’s important that they discover this before you make a proposal. It is important to uncover problems. However, proposals for solutions based solely on problems uncovered are incomplete. Until there is an emotional connection, a sale will not happen.
A few things to remember during the Discovery stage of The RedRock Strategic Sales Path:
- Be interesting by being interested.
- Gather information from prospects while making an emotional connection.
- Ask questions that will uncover the prospect’s budget and decision making process.
- Arrive as a solution provider, ask questions as a consultant and finish as a trusted advisor.
If I can be of any help to you or your organization, please don’t hesitate to contact us!
Founder & CEO of RedRock Leadership