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Doing Discovery: The Single Most Important Element of Software Sales and Buyer Enablement Processes

  • Mã sản phẩm: B0B8RJK4C2
  • (61 nhận xét)
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  • ASIN:B0B8RJK4C2
  • Publisher:Independently published (August 5, 2022)
  • Language:English
  • Paperback:384 pages
  • ISBN-13:979-8838884442
  • Item Weight:3.53 ounces
  • Dimensions:6 x 0.87 x 9 inches
  • Best Sellers Rank:#67,651 in Books (See Top 100 in Books) #217 in Sales & Selling (Books) #816 in Business & Investing Skills
  • Customer Reviews:4.6 out of 5 stars 57Reviews
1,155,000 vnđ
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Doing Discovery: The Single Most Important Element of Software Sales and Buyer Enablement Processes
Doing Discovery: The Single Most Important Element of Software Sales and Buyer Enablement Processes
1,155,000 vnđ
Chi tiết sản phẩm

Mô tả sản phẩm

A head of sales commented, “80% of my team believes they do a good job with discovery, but sadly they do not – they don’t know what they don’t know…!”

Where do you stand with
your discovery skills?

  • Level 1: Uncovers statements of pain;
  • Level 2: Uncovers pain and explores more deeply;
  • Level 3: Uncovers pain, explores deeply, broadens the pain and investigates the impact;
  • Level 4: Uncovers pain, explores and broadens, investigates impact and quantifies;
  • Level 5: Uncovers pain, explores and broadens, investigates impact, quantifies and reengineers vision;
  • Level 6: Applies these skills to the broad range of prospects represented across the Technology Adoption Curve, “burn victims”, disruptive and new product categories, transactional sales cycles, and other scenarios;
  • Level 7: Integrates and aligns the skills above into a cohesive discovery methodology.
Most sales, presales, and customer-facing teams are operating at Level 2 or 3, with a few at Level 4 – this leaves a lot of room for improvement!

And, as Cohan notes, “the vendor who is perceived by the prospect as doing a superior job in discovery is in a competitively advantageous position.”

Reading and following the exercises in
Doing Discovery can transform individuals, teams, and organizations from undifferentiated sellers into high-performing practitioners who achieve their sales objectives while truly enabling buyers, resulting in mutually successful outcomes that endure.

 

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