Kevin "KD" DorseyFounder of Sales Leadership Accelerator - The #1 Sales Leadership Coaching Program to Transform your Org and your Life

The Goal of Discovery Is to Make Prospects Think with Charles Muhlbauer

Name: The Goal of Discovery Is to Make Prospects Think with Charles Muhlbauer
Uploaded: 2023-01-13T11:42:02+00:00
Duration: 48 s
Channel: Kevin "KD" Dorsey
Description: Short excerpt from a YouTube sales coaching video (speaker: Charles Muhlbauer) emphasizing that the purpose of discovery is to give prospects space to…

13 Jan 2023 · 1 min

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Short excerpt from a YouTube sales coaching video (speaker: Charles Muhlbauer) emphasizing that the purpose of discovery is to give prospects space to think — about current practices, surprising insights, prior internal discussions, past attempts (or lack thereof) to act, and reasons they may not have acted (time vs. priority). The speaker frames discovery as a diagnostic conversation that surfaces these considerations and clarifies whether further engagement is warranted.

Chapters

Discovery gives you the ae a chance to give the prospect the ability to think. That's why discovery is everything, because you're allowing the prospect to think. To think about how they're doing things today. To think about an insight that you found that might surprise them. To think about whether that insight is something that they've talked about internally before. To think about whether even if they've talked about it internally before, to what extent have they tried to do anything about it? And if they haven't, why not? Is it because they haven't had the time, or is it just really not that important and maybe we should stop talking? It gives the prospect a chance to think about what they've done and what they want to do. And that's why I love it so much.