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Mastering the Discovery Call - Part 2

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 - Part 1

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.