Discovery is conducted through a series of conversations.  It is critical to any technology sales process.  Because a technology sale is an intangible sale, the customer doesn’t benefit from what the technology is, just what it enables.  During discovery you work with the customer to apply your technology to customer’s business strategy, so you can define its value.  By demonstrating your technical and business applications knowledge you build credibility in the account. 

1. Discover needs and issues, so you can build a solution that works.
2. Build value, so your solution clearly demonstrates the value it creates.
3. Create momentum, so you build competitive advantage and close quickly.

How SELL RESULTS can help...

Online & Facilitated Discover Value Workshop integrates value selling, solutions selling, and competitive intelligence into your solutions building process so your sales teams can productively collaborate with their customers to build high value solutions.

Custom developed Solutions Bridge tool integrates value building content into the discovery process so salespeople can solve customer problems, build collaborative solutions and compete more effectively.

Custom developed Value Selling Design Wizard helps salespeople find opportunities to build value, identify executives who care and tailor Value Building Questioning Strategies so they consistently build value in every customer interaction and build momentum in the account.

The Big Deal Simulation integrates custom competitive, value building and solutions selling information into an account development challenge that tests your sales teams’ ability to integrate the entire Sell Results sales methodology into better account management and improved results.