Skipping Discovery Will Kill Your Deals
<p>It’s no secret by now that your sales process needs to be a defined set of steps that bring a prospect from infancy to a mature and productive client.</p>
<p>Where it gets nuanced is knowing how to guide the prospect through your sales process toward an economic outcome.</p>
<p><em>The best sales professionals do this instinctively</em></p>
<p>In this post, I’ll discuss how to position discovery questions to make prospects feel the pain in their current business and run toward your solution faster.</p>
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