Use the Discovery Process to Customize your Best Deal

Here's the latest entry to Only Influencers on the discovery process being leveraged by buyers.

Sales teams go through a process called discovery.  It’s designed to help the seller understand the needs of the buyer so that the seller can begin to design a solution to fit the buyers’ needs.  While it can feel like an interrogation at times, it is a valuable exercise that will help the buying process along. But buyers can be reluctant to truly open up about their needs and by doing so, they are shooting themselves in the foot. 

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