Discovery Skills Workshop

Workshop Type:  1 Day Instructor Led Training
Workshop Audience: Pre-sales, Sales, Services, Partners
2WIN!® Pre-requisites: Demo2WIN!®

Every sales team is looking to uncover the hidden value that will motivate the prospect to buy.  Unfortunately, many spend time looking for that value in their products, instead of in the opportunity.  The Discovery2WIN!™ workshop focuses on how a sales or pre-sales person can most effectively uncover hidden value from their prospects during the discovery process that leads up to the solution demonstration.  Discovery2WIN! employs a foundational set of tools, techniques and methodologies designed to find the value in the opportunity.  Your people will see immediate benefits in...

• Research approaches that uncover value and build credibility

• Strategies to build discovery activities that will differentiate your solution and your presentation from the competition

• Techniques for conducting interviews and uncovering information that leads to the creation of value

• A clear road map of how to effectively use the information gathered to conduct a winning solution demonstration