Leslie Ye says, “When the average person thinks about sales, they probably think about closing, and if they’re buyers — getting closed.

But today, sales isn’t about hard closing. In fact, closing of any kind isn’t even at the center of a modern inbound sales process. The most important step in the modern sales process is discovery.

That’s because inbound sales reps provide value by making informed recommendations to their prospects. And reps are only able to do so by stepping into buyers’ shoes, learning about their priorities, and crafting solutions that will fit their world.

Discovery is the foundation of every sales process, so it’s crucial to get it right. The nine mistakes below will prevent you from getting the information you need to close deals.

1) Not knowing enough to make an assumption about the prospect’s business

You have to do your research, especially if you got lucky and landed a meeting through a connect call without looking up your prospect or their business. During discovery, you shouldn’t ever be asking questions like, “What’s your job title?” or “Remind me where your office is located?”

Instead, you should have formed a few assumptions about the prospect’s situation that you aim to confirm or deny during the call”.

9 Fatal Sales Discovery Mistakes That’ll Sink Your Deal Before it Starts

HubSpot

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