Why 'discovery' has most impact on sales success
Sales Today
English - January 11, 2024 05:30 - 32 minutes - 30.5 MBBusiness Education emotionalintelligence personalbranding b2b bdm coldcalling complexsales consultativeselling enterprisesales negotiation presentationskills Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Do you ever wonder why some sales teams consistently outperform others?
The secret might just lie in the art of the discovery conversation.
I had the pleasure of hosting Kevin Beales, founder of MySalesCoach, who brought his wealth of experience to the table, dissecting the anatomy of sales interactions that make or break deals.
Kevin shares his journey and the innovative solution to the age-old problem of finding time for coaching sales teams. It's like having a personal trainer for your sales muscles, honing them to peak performance through expert analysis and guidance.
Listen in as we navigate the often-neglected middle ground of sales performers—the consistent quota hitters who don't usually grab the coaching spotlight.
Kevin discusses the strategy behind discovery calls, the kind where the right questions can unveil the full extent of a prospect's pain points.
We uncovered the magic of revisiting previous discussions with prospects, a technique that not only signals genuine interest but can also unlock fresh solutions to their problems.
We also tackled the delicate dance of asking the hard questions, especially with clientele who may not be accustomed to such directness.
Does pushing for deeper insights risk the likeability factor? Perhaps. But as we discussed, building trust is the golden ticket, with data supporting that the best in the business prioritise solving problems over winning popularity contests.
Are you ready to transform your sales game? Join us for an episode that's more than just talk
--------- EPISODE CHAPTERS WITH SUMMARIES ---------
(0:00:02) - Sales Coaching and Conversation Analysis Importance
Kevin Bales, founder of My Sales Coach, discusses the importance of discovery conversations in sales and how My Sales Coach aims to provide expert coaching as a subscription service.
(0:08:49) - Discovery Conversations in Sales
Discovery conversations are pivotal in sales, with predictive power and managerial focus on the middle 60% of performers.
(0:14:11) - Digging Deeper in Sales Conversations
Middle performers in sales teams are often overlooked, leading to missed opportunities. Discovery calls and revisiting conversations can uncover new angles and create urgency for solutions.
(0:21:22) - The Power of Asking Difficult Questions
Nature's importance of asking difficult questions in sales, setting expectations, and building trust to provide solutions.
(0:31:28) - Insightful Conversation on Sales Approach
Collaboration and evolving sales strategies are discussed, along with a collaborative selling scorecard tool for sales professionals.
Follow Kevin
https://www.linkedin.com/in/kevinbeales/
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube