close up of person typing on a computer close up of person typing on a computer

Sell to Value: Conduct Thorough and Strategic Discovery

Salespeople may miss opportunities for a myriad of reasons, which can include selling too low in the organization, ineffective networking with decision-makers, or looking for a way to insert a solution instead of learning what customers value and need most to grow their businesses.

Most of what salespeople miss can be uncovered within the discovery stage of the sales process. Discovery is not documenting what your customer says they need. Effective discovery is asking questions that go below surface issues and listening critically as a means of diagnosing customer challenges. This approach creates value for your customer and advances their business.

Programs That Apply

Contact Us

Ready to Reach Out?

To speak with someone about your sales or leadership development needs, please complete the form below and we will have someone reach out to you as soon as possible.

  • Wilson Learning wishes to use your details to send you communications regarding our products, services, and insights into leadership and sales training. Your data will not be shared with any third parties and will only be used by Wilson Learning Worldwide Inc. and its subsidiaries, agents, and authorized distributors.
  • This field is for validation purposes and should be left unchanged.