Discovery: The Five Whys Technique to Uncover Hidden Customer Needs

Finding out what buyers need sounds easy enough. You ask a question and they tell you what their problem is. But it’s never that simple. Getting prospects to open up to you can seem impossible. Their defenses are up. They have other priorities they want to get back to and they have no motivation to spend their valuable time with you. Good discovery requires a specific skill. Sales people who fail to master this skill are doomed to a career of missed opportunity. Those who “get it” quickly make their way to the top and stay there.

That’s why we bring you Discovery: The Five Whys Technique to Uncover Hidden Customer Needs. This program will teach you the secret top sellers use to dig deep and identify problems that even buyers themselves might not be aware of.

Finding Out What Buyers Really Need

In complex sales, it’s impossible to effectively “map” buyers’ needs to your potential solutions unless you really understand their “pain.” But prospects aren’t always thinking about what ails them. They need to be reminded where it hurts.

In this program viewers will learn:

• The importance of Discovery in sales
• How to navigate a "threaded conversation" that drills down to reveal deep customer needs
• How the Five Whys help you turn more prospects into high-value customers

This module works because it’s:

1. Short – just under 9 minutes long – so even your most impatient reps will watch it
2. Focused - It delivers a single “aha” that will change behavior
3. Perfect for both team and individual training sessions. The module includes:

• A concise desktop learning module - perfect for kicking off meetings
• Handouts for following along and taking notes
• A Meeting Leader's Discussion Guide to help you direct meaningful follow up conversation and reinforce the message
• A Summary Sheet participants can hang by their desks for quick review
• And a Quiz (online and printable versions) that reinforces the training and allows you to track how well your reps internalized the concept

This program will show your team how to become masters of sales discovery. You’ll learn how to uncover problems your customers might hesitate to reveal, are vaguely aware of but feel no urgency to address or aren’t aware of at all.

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100% Money Back Guarantee of Satisfaction: If you're not happy with this program, for any reason, simply return it for a full refund. No questions asked.