The Discovery Process ™

Creating Awareness, Buy-In and the Sale

Author, Jeff Mahoney

What is The Discovery Process ™

The Discovery Process ™ is a unique training program that teaches sales professionals question-based selling strategies that give them a simple yet effective system to find the business, discover the needs, and close the sale. This process engages the prospect in a series of questions to help them and you discover the potential for improving the performance and profitability of their business.

It’s all in the set-up. When the initial contact and first appointment are conducted and positioned properly it increases the probability of success in the closing of the sale. This consultative approach simplifies the sales presentation down to the “hot buttons” that will make or break the sale, based on critical information gathered through The Discovery Process. These questioning and rapport building sales skills differentiate our students from their competitors.

Our experience shows that most sales people “tell” versus asking questions and carefully listening. They information dump on their prospect then ask for the order. By contrast, we train sales professionals to find and develop opportunities through questions: Company Profile Questions, Business Initiative Questions, Application Questions, and Qualification Questions. Now there is data / intelligence from which a strategy can be determined to present the best possible solution. They will be able to better anticipate objections, negotiate deal points, and outsmart the competition.

By having a formalized sales process, there is a better understanding of what is really going on with each account and a level of control that helps increase the closing ratios.

The Discovery Process ™

Find the Business

  • Planning and Preparation

  • Initial Contact to the Receptionist / Administrator

  • Set a Qualified Appointment with the Decision Maker

Create the Opportunity

  • Decision Makers Role and Background

  • Application Data Gathering – Product / Service Specific

  • Hot Buttons – Key to Positioning the Sale / Close

  • Decision Making Process / Buying Criteria

  • The Players – Levels of Decision Making Authority

  • The Competition – Strengths and Weaknesses

  • Summarize and Clarify

Solution Recommendation

  • Current Situation

  • Goals / Objectives / Initiatives

  • Issues / Problems / Challenges

  • Solutions / Features / Benefits / Impact

  • Trial / Demonstration / Tour

  • Cost Justification / ROI

  • Implementation and Proper Expectations

Close the Sale

  • Identify and Overcome Objections

  • Win-Win Negotiations

  • Finalize the Agreement

The Discovery Process ™ doesn’t have to be complex to win complex sales. This unique sales training system teaches sales professionals question-based selling strategies giving them a simple yet effective process to create awareness, buy-in, and the sale.

Through The Discovery Process you will be creating opportunities and solving problems with solutions to increase revenue, improve processes, reduce cost, save time, gain a competitive advantage, and improve your clients bottom-line.