Janek Resources: SPM September 2018
The Blunders That Ruin Your Sales Discovery Process
One of the most important early phases in the selling process is discovery, where you get to know the prospect and their needs. Done correctly, it establishes the foundation for a tailored solution and begins to build a trust-based relationship. Handled improperly, discovery can significantly damage a relationship even before it has a chance to begin. The following are some of the most common mistakes we see in the discovery phase.
- Not doing your research on the prospect and their company.
In the digital age, there’s simply no excuse for not doing preliminary research on your prospects. Scour social media, LinkedIn, the business’s web presence, any news about the company, etc. at an absolute minimum. If you have contacts who can provide you information....
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