Discovery can sometimes feel adversarial to a prospect that is not what you want. Sales interactions succeed when prospects feel calm, open, and relaxed. So your questions should feel connected, and not bounce wildly from one topic to the next. You don't want to make buyers feel like they are being grilled by the FBI. Discovery should feel like a conversation. To lead even better discovery use double-clicks.
Double-clicks not only connect what the prospect says but build rapport because you are using the words as them which signals the buyer that you are just like them.
Watch this 2-minute video to learn more about this skill.
Comments