Discover what matters to your audience
Discovery is a crucial part of any sales cycle – it enables salespeople to get to know their customer or prospect. To understand their needs. Their pain points. Their goals. Their motivations.
Without Discovery, teams often present a generic solution. A solution that isn’t tailored to address the audience’s challenges or goals. And that puts deals at risk
Understand what motivates stakeholders.
Participants learn how to approach discovery as a conversation, not an interrogation. How to craft strong questions in the moment, not simply read questions off a list. How to motivate multiple stakeholders. How to uncover the “real” objection. How to deal with difficult people.
And how to apply discovery to drive a winning deal strategy.
Get Discovery2Win! certified
Gain the critical skills you need to effectively understand audiences and manage objections
Differentiate by how you sell
Show audiences that you see them and understand their needs before you show a product.
Gain influence with key stakeholders
Learn what matters to the people who matter most in your deal – the buyers.
Create a winning deal strategy
Discovery is only meaningful if the information shapes your deal. Our Win Plan gives you a repeatable, scalable strategy to apply discovery and advance your deals.
What you’ll learn during Discovery2Win
Here are just a few things you’ll learn how to do during Discovery2Win:
Connect with audiences
Use emotional intelligence (EQ) and professional empathy to adapt to diverse stakeholders.
Turn objections into opportunities to persuade and gain influence.
focus on what matters
Ruthlessly prioritize discovery leanings to focus the deal strategy.
Discovery2Win workshop topics
These are some of the primary topics covered during a Discovery2Win workshop
The CDIM™ discovery framework
Don’t read questions off a list. Understand how to uncover the audience’s current state, desired state, impact and metrics with a real human conversation.
The FishOn™ objection management framework
Don’t “handle” objections. Turn them into an opportunity to learn and grow your influence.
The Win Plan
Take everything you learned during discovery and develop a winning plan that will help advance your deal.
Put it all together by presenting a portion of your meeting using your Win Plan as a guide.