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Discovery meetings are one of the earliest times in the sales process to build credibility, momentum, and trust. When conducted effectively, they deepen your understanding of customer opportunities and enable sales methods that leave your prospect intrigued to hear about your solutions. In this course, you'll learn some selling essentials to prepare for discovery, including how to secure the meeting, and how to conduct yourself once you are at face-to-face with the customer. The selling skills you learn will help you remain confident, avoid surprises, and get the relationship with your prospective customer off on the right foot.

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Objectives
Being Effective during Discovery Meetings identify key outcomes of discovery meetings recognize guidelines for securing a discovery meeting identify the types of people who should be invited to a discovery meeting determine when to match types of questions with discovery questions recognize appropriate skills to use in discovery meetings