Discovery IS the Selling Part: 6 Outcomes of GREAT Discovery

In this episode of "Rethink the Way You Sell," host Jeff Bajorek explains why discovery is not just a necessary part of the sales process but a valuable part. He gives you the 6 outcomes you can expect if you spend more time on discovery.

Find the articles referenced in this podcast here and here.

Forget about cornering your prospects with questions you already know the answers to; Jeff explores how to genuinely engage with potential clients by asking thought-provoking questions. From making your prospects think to asking questions neither of you knows the answers to, Jeff outlines a strategy that will earn you not just a deal, but the respect and trust of your client.

Jeff also shares his insights on what happens after the discovery process, like how to make a seamless transition into the next steps and ensure your deals never stall. Tune in to hear about the 3 types of questions that can help you create the tension necessary to close more deals. Whether you're a seasoned sales professional or new to the game, this episode is a treasure trove of techniques to help you rethink the way you sell.

DON'T start with the usual questions, understand the prospect's situation (3:36)

The 6 Outcomes of GREAT discovery (6:38)

The 3 Types of Questions You Should Be Asking Your Prospects (13:35)