Overview
Often a company focuses on “selling” when in a discovery call. They sell too soon. The reality is we can only capture the prospect’s desire to take action once we know what pains or priorities they have. This one-day course breaks down the discovery call process, with practical tips to implement.
Objectives
- Understand the basics of the AIDA sales process.
- How to become a person of interest.
- Enable each delegate to understand the prospect’s buying process, and how to keep control of the sale.
