How Discovery Helps the Customer

The Audible-Ready Sales Podcast

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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