Rotman's Sales Club (Extract 16)



Discovery meetings are to understand needs.

Understanding your client’s need is the foundation to closing the sale and to leavning you feeling fulfilled and accomplished in the work you do as a sales person.

One of the most important skills in the discovery meeting to uncover your client’s need is creating a gap. That means know where they are today, where they want to be and what do they need to get there.

I watch so many sales people miss the opportunity to do this, they swirl in the questions they ask, they are not clear on the need and they miss the mark when they present their solution.
To create a gap in your discovery meeting literally takes 3 questions.

Here’s a snap shot from my workshop with Rotman School of Business where I demonstrate how to create the gap to identify the need.

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