By Tibor Shanto
A lot of people in sales ask questions for entirely the wrong reason. Not to be flippant but gathering information for yourself is not the primary purpose. No, the goal is to help the prospect think things through as they respond to your questions. Questions get people to think, but what you want them to think about are their objectives, not your product. The real purpose of discovery is about teaching not learning.
Use questions to expand and direct the prospect’s thinking beyond where they would take it on their own. This allows you to lead with your expertise, towards how you can impact their objectives.
There is no doubt you will get information in this process, but that should not be your goal. Your goal is to help the buyer discover things they did not know but find useful.
See how:
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