YOU HAVE TO FIND THE ANSWERS DEEP WITHIN

Discovery calls are not just about educating our prospects on what we do and what we offer, it is also a chance for us to find out what problems they have and how we can offer solutions. Collin talks about the importance of digging deeper into these problems, and you can learn all these in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

• Sellers need to get better at finding problems beyond the surface level
• Everybody's worst competitor is the status quo
• Think about other initiatives going in while doing the discovery

“Support tickets are creating other problems that trickle down into multiple departments, and sellers need to get better at identifying those breadcrumbs like you mentioned, and not just taking the surface level answer in discovery to then, you know, check that box and move to the next question.” - COLLIN: Go deeper than the surface-level problem

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Dale Yasunaga | Sales Mastery Coaching

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