Do your sales discovery questions need to be refreshed? It might be time to consider at least adding one or two new ones to your process, especially if you’re like the 20% of sellers who say discovery questions are a top challenge.
If you’re wondering what you can do to improve sales performance, start thinking about the buyer’s perspective. Buyers travel through several stages on their quest to acquire a new product or service.
When discussing challenges to sales success, advice often focuses on pivoting to uncover reasons why the buyer rejected the solution. But, what if the buyer isn’t in the proper state of mind to pivot efficiently?