This post is going to focus on how to ask good Discovery Questions that will help uncover the Dominant Buying Motive of the Buyer.
Dominant Buying Motive: The compelling emotional reason the buyer wants your product and usually relates to the individual buyer or buying group. Think admiration or recognition from colleagues, less personal stress, more time with their kids, etc.
Mastering the Discovery Call is one of the most important steps of any sales process, because the information a sales rep collects during this step will help them successfully connect the buyers dominant buying motives to the product.
The Discovery Call is commonly viewed as a series of questions a sales rep can use to uncover the dominant buying motives of a buyer, however many companies are missing two pieces of the process that can make this step more successful.
As a best practice, when building your sales organization - the buyer journey should always come first and creating your sales process comes second. Think about the buyer journey as the “train track” and the sales process as the “train” on the track, following the buyer each step of the way.
Defining your sales culture goals will force you to prioritize the soft sales skills during the hiring process that will contribute to building your sales culture. This is important, because your sales culture will be the primary factor accelerating and determining the future success of your new sales rep hire.
Being able to consistently handle sales objections effectively, will either make or break a new deal being won or lost. Very few sales reps have the natural ability or skills to handle objections on their own, which means as a sales leader you need to arm them with Objection handles to set them up for success.
Develop a strong sales process following these 11 steps that will help you build your own cold call script and help your sales team effectively build trust, sound more credible and advance qualified leads to the next stage of your sales process.
