033 The Art of Successful Discovery Questions For Business Growth

The Tim Castle Show

What is it about great salespeople that makes them great?
In this episode, I talk about great discovery and the importance of spending more time in the discovery phase of the sales cycle than you'd probably think.
As a momentum seller one of the ways you create momentum in sales is through the way you do discovery, it separates you from every other salesperson, when you can have a conversations thats relaxed and gets the client to open up you're instantly ahead of the pack.
Often when you're doing what the pack does, it's the wrong thing to do, you've got to do what the pack doesn't do to get amazing results.
The right questions, asked in the right way (not attached to the result) lead to incredible realisations, ownership of the problem by your client and buy-in. This translates to momentum in sales.
You can see the calibre of a salesperson in their ability to get a group of clients talking about things that matter, the way they are currently doing things, how the go about it, what's stopping them from doing it differently, what they would ideally like.
All of this is how you as a world class salesperson help the client unload, and open up about whats really going on at the core of the problem.
Discovery, discovery, discovery, it's an Art and when you master it, you'll rocket to the top of your organisation, your field and your clients go to list.
#sales #salesprocess #themomentumsalesmodel #timcastle
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