SALES DISCOVERY TRAINING PROGRAM
Understand stakeholders, manage objections, and create a winning deal strategy with Discovery2Win.
Understand What Motivates Stakeholders
Participants learn how to approach discovery as a conversation, not an interrogation. How to craft strong questions in the moment, not simply read questions off a list. How to motivate multiple stakeholders. How to uncover the “real” objection. How to deal with difficult people.
And how to apply discovery to drive a winning deal strategy.
Get Discovery2Win Certified
Differentiate by how you sell
Show audiences that you see them and understand their needs before you show a product.
Gain influence with key stakeholders
Learn what matters to the people who matter most in your deal – the buyers.
Create a winning deal strategy
Discovery is only meaningful if the information shapes your deal. Our Win Plan gives you a repeatable, scalable strategy to apply discovery and advance your deals.
Discovery2Win Workshop Topics
CDIM™ Discovery Framework
Don’t read questions off a list. Understand how to uncover the audience’s current state, desired state, impact and metrics with a real human conversation.
FishOn™ Objection Management Framework
Don’t “handle” objections. Turn them into an opportunity to learn and grow your influence.
The Win Plan
Take everything you learned during discovery and develop a winning plan that will help advance your deal.
Put it all together by presenting a portion of your meeting using your Win Plan as a guide.
What You'll Learn During Discovery2Win
Connect With Audiences
Use emotional intelligence (EQ) and professional empathy to adapt to diverse stakeholders.
Turn objections into opportunities to persuade and gain influence.
Focus On What Matters
Ruthlessly prioritize discovery leanings to focus the deal strategy.
What Participants Have Said About Discovery2Win!
I got out of this what I was expecting and really hope to start using this methodology in my sales engagements.
I enjoyed the format of starting with objection handling to discovery, to then applying and presenting the discovery. [Our Facilitator] did an amazing job using examples and made the training fun and entertaining.
I think this was the most value I’ve obtained in the shortest amount of time I’ve spent in any Sales training. This will have an immediate impact on my deals.
I usually hate classes that do role-playing, the awkwardness of them is just dreadful. However, picking a real-life engagement felt more like a collaborative effort with a peer.