Discovery during the sale is a process that has a flow. The flow takes place as part of the overall sales call outline. Below is a sales call flow that includes discovery that was shared with me by my sales call enablement partner, Costello.
It's a good starting point as you build out your sales call discovery process.
More to come on building the Discovery Call. Email me below if you would like to receive a notification when the tool kit has been updated.
Sample Discovery Call Flow
Step 1: Goals for the Call (what do reps NEED to learn from customers?)
Step 2: Call Flow Outline (WHAT you want reps to cover on the call)