CHAPTER 9
Discover
Discovery is an information exchange between a seller and a buyer. This information exchange reveals the buyer’s needs, wants, and concerns. Discovery is an analogous term that has parallel meanings in the sales world. According to the American Bar Association, discovery is the formal process of exchanging information between the parties about the witnesses and evidence they will present at trial.1 In sales, discovery is the open exchange of information between parties about the challenges, needs, and problems the prospect is facing.
In legal terms, discovery allows both parties to gather information before the trial. In this way, each side has all the facts and is not surprised in the trial. In sales, this is the equivalent ...
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