The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

[smart_track_player url="http://traffic.libsyn.com/thesalesevangelist/TSE_1080.mp3" background="blurred_logo" ] Building value is a critical part of any sales process, and the discovery meeting is an important step in that process. How much should you prepare for the discovery meeting beforehand? What should you know? What should you do? The insights I'll share come from the TSE Certified Sales Training Program, designed to help sales reps perform to the best of their ability, find more ideal customers, build strong value, and close more deals. What is discovery? The discovery meeting is an opportunity to learn about the challenge your prospect is facing. It's a chance to go a little more in-depth. It's not necessarily a chance to get all the information about the company or about its history. That's boring for the client who doesn't want to have to educate you. The client is likely meeting with other sellers and they aren't interested in working to educate all of them. Do your research beforehand so your di