Manage the Discovery Meeting
Your preparation is complete. First impressions have been made and now it’s showtime! The goal for your discovery meeting is to quickly qualify in (“Yes, this prospect makes good sense as a potential buyer”) or qualify out (“We currently don’t have the right solution for this customer”).
There are nine steps that lead to a successful discovery meeting.
STEP 1: MAKE INTRODUCTIONS
Whether your discovery meeting includes two people or an entire group, start with introductions.
You’ve probably been in a situation when the person running the meeting said, “OK, we’re all here. Let’s get started!” Meanwhile, you’re wondering: ...
Get Sales Essentials: The Tools You Need at Every Stage to Close More Deals and Crush Your Quota now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
