Here's why your next meeting should focus on discovery and listening skills.
If you want to get customers' and prospects' attention, start listening.
That’s the powerful and unmistakeable message delivered by research from The Rain Group a leading sales consulting firm.
Their study found that B2B buyers listed Discovery and Listening as 2 of the top 3 influences on buyer decisions, yet...
They consistently rate vendors' effectiveness in those two areas as well below par.
Based on my experience doing 2,600+ customer discovery calls, here are 4 things your customer-facing teams need to learn during going in 2023:
Buyers are practically begging vendors to listen more/better (per the research above)
Discovery isn't just asking questions to get the answers you want; it means being authentically curious about the prospect's bigger picture goals.
Customers open up more when we ask questions that fire their synapses - I call them disruptive questions.
Listening isn't always natural (humans hear 4X faster than people speak), but there are several ways to slow down your brain, including starting each call with a "quiet mind," and simply going on mute.
Looking for an theme or speaker to get 2023 off to a huge start? Maybe I can help. Email me any time at firstname.lastname@example.org or fill out the form below, and I'll get back to you no later than the next business day.