Initiating Discovery Meetings

Overview/Description
A great discovery meeting can help you gain valuable insight into your prospect's business and vision, and clarity about how your products and services can help them achieve their goals. The start of the discovery meeting sets the tone not only for the rest of your conversation, but for the remainder of the sales process - as well as for the continuing business relationship that grows out of that first session. This Challenge Series exercise asks you to initiate a discovery meeting effectively, and then to navigate the conversation, questions, and even surprises that follow. The learner takes the role of an account representative in an engineering company that designs and builds health care facilities.

Target Audience
Any experienced sales professionals looking to build credibility, momentum, and trust during the initial stages of a discovery meeting

Expected Duration (hours)
0.2

Lesson Objectives

Initiating Discovery Meetings