“That’s why crafting your discovery is probably the most important thing you can do.” – Shari Levitin in today’s Tip 1288
How’s your discovery?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Shari Levitin. Shari helps sales teams bridge the gap between beating quota and selling with an authentic, heartfelt approach. LinkedIn recognized her as a Top Ten Voice in Sales and Salesforce distinguished her as a Top 20 Global Sales Expert. Here she is:
Shari Levitin: The biggest mistake salespeople make, and I’ve talked to thousands of them, watched thousands of them, is we don’t listen, we don’t ask questions, and when we do, we don’t always ask the right questions. That’s why crafting your discovery is probably the most important thing you can do. That’s the ‘what’s in it’ for them. I am going to purchase something because of ‘what’s in it’ for me. I’m not just buying a product or service or I would buy it right off the internet. Why would we need us? If all they had to do was fill out an order sheet, then they wouldn’t need to call a representative. So what makes us stand out from the competitor, what makes us different is that we find out the ‘what’s in it’ for them and then we link our product back to that. So it’s that discovery that is key and I find that more problems, more objections occur not in the back, but in a failure to do an adequate and complete discovery process.
Scott Ingram: For links to plenty more from Shari, just click over to DailySales.Tips/1288. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!