Sales is a game of inches, and great discovery gives you an edge over the competition. A well-executed discovery process helps not only you, but also your customer. In today’s episode, John Kaplan shares his best insights on leading mutually beneficial sales conversations. Topics under discussion include:

The importance of two-sided discovery.
On-ramps to customer conversations.
The three buckets that salespeople must fill in every customer conversation.
The need to meet customers where they are.
Keeping abreast of your standing with the customer and observing their level of engagement in conversations.

Here are some additional resources:

Get MEDDICC Certified on Ascender!
Discovery Process | Ascender Course
Deepen Your Discovery | Ascender Course
The Currency of Value | Ascender Article
Articulating Value and Differentiation After the Sale | Podcast
Own the Next Step in Your Sales Meetings | Podcast
Closing the Sales Conversation | Podcast

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How Discovery Helps the Customer