{"id":5128,"date":"2022-07-21T04:30:46","date_gmt":"2022-07-21T09:30:46","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=5128"},"modified":"2022-07-20T23:46:11","modified_gmt":"2022-07-21T04:46:11","slug":"sales-tip-1261-dont-pitch-during-discovery-debe-rapson","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1261-dont-pitch-during-discovery-debe-rapson\/","title":{"rendered":"Sales Tip 1261: Don\u2019t Pitch During Discovery – Debe Rapson"},"content":{"rendered":"

\"\"“Listening and not pitching during discovery is I think, very important and I can\u2019t understand why people pitch during discovery.<\/span>” – Debe Rapson in today’s Tip 1162<\/p>\n

Do you pitch during discovery?<\/span><\/b><\/p>\n

Join the conversation below<\/a> and check out the full interview with Debe!<\/p>\n

Being a challenger and turning an opportunity around<\/a>
\nStaying in the same industry, becoming an expert, and the networking factor<\/a>
\nFrom sales management to better sales rep<\/a>
\nDebe Rapson on Sales Success Stories Interview<\/a>
\nDebe Rapson on LinkedIn<\/a><\/p>\n

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442<\/strong> or Email: scott@top1.fm<\/strong><\/p>\n

Transcript<\/h3>\n

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today brings another installment of Throwback Thursday from my interview with Deb Rapson who has been a pillar of the Sales Success Community for years and always reminds us of the importance and value of discovery. Here she is:<\/p>\n

Debe Rapson: Folks don\u2019t take enough time to really, properly do discovery. And people who know me, know that I talk about discovery a lot because it is the thing that I believe sets me apart and all the top players apart from the B-players and the C-players; is taking the time to really understand what this client is trying to achieve and what are those clients\u2019 roadblocks and the company culture that is, you know, helping them, you know to excel to success or holding them back. You know, are they evangelists, people who are on the cutting edge or not so much? <\/span><\/p>\n

So, you know, really taking the time to fully do discovery and listen and not pitch during discovery is probably, you know, the number one thing that jumps out at me and I do think it\u2019s crazy to pitch during discovery and I haven\u2019t done it for probably 25 years. I mean it is a solid process that I\u2019m loyal to because it\u2019s really moved me forward and I see it as something that really sets the stage for everything else that happens in the sales cycle. <\/span><\/p>\n

Once you understand what\u2019s going on in that company and you understand what their motivations are and you understand how they make their decisions and what\u2019s gonna make this person look good or bad and how they measure success and what their real pain points are, not just \u2018hey I\u2019ve got this challenge or that\u2019, but where does it really hurt? Where\u2019s the friction behind that\u2019s really standing in the way of them getting success? Once you understand those things, it sets the table for really being prescriptive in each solution and really being relevant to that prospect and that\u2019s how you get deals done. So, listening and not pitching during discovery is I think, very important and I can\u2019t understand why people pitch during discovery. I just don\u2019t get it because it shuts out all their opportunity to really learn about their prospect.<\/span><\/p>\n

Scott Ingram: For a link to this full episode<\/a> along with a few more clips like this, just click over to DailySales.Tips\/1261<\/a> and we\u2019ll have everything for you there. Once you\u2019ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!<\/p>\n","protected":false},"excerpt":{"rendered":"

“Listening and not pitching during discovery is I think, very important and I can\u2019t understand why people pitch during discovery.” – Debe Rapson in today’s Tip 1162 Do you pitch during discovery? Join the conversation below and check out the full interview with Debe! 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