Some salespeople seem to fish in better waters. Whether they're prospecting for new business or trying to grow their existing accounts, they manage to uncover more sales opportunities. Sometimes even their buyers are surprised by what they discover. They seem to have a knack for identifying problems and challenges buyers didn’t even know they had. So what do these salespeople do differently? In this Quick Take, you will learn why asking only about customer’s “needs” may lead you to overlook sales opportunities, the three levels of change that drive sales – and which one is likely to yield the best sales opportunities for you, how to conduct a sales discovery conversation that can help you identify WHERE and WHEN these opportunities are likely to arise.
This product includes
Learn a single behavior-changing insight in just 5- to 7-minutes.Quiz (& Quiz Answer Guide)
Prove that the learner(s) understand the concept and increase knowledge retention.Discussion Guide
Facilitate a discussion, connecting the concept to your unique challenges.Summary Sheet
Revisit the concept as follow-up or in the moment-of-need.
How do you use this?To kick start Micro-Meetings
Micro-training makes it easy for managers to facilitate meetings where teams develop shared vocabulary and benefit from peer learning.To kick start one-on-one coaching
Micro-training is extremely tactical and it’s a great tool to help managers frame very specific, skill-based coaching interactions.As self-directed learning
Micro-videos are a solution to a specific skill challenge. For example: “How to handle an employee who has a bad attitude,” or “How to handle a price objection.” You have a question. You find the right micro-video. You watch it on your own. You deploy the skill on the job.