--- tags: Week 7, H3, M11 --- # Introduction to need discovery :::info **You're in step 3 of a discovery call:** Need Discovery ::: Let's recap: - [x] You have a precise list of information you'd like to know after your discovery call - [x] You've done your research - [x] You opened the call by establishing rapport through some small talk - [x] You've set the agenda for the call and you're ready to dive right in... We're now at the main part of the meeting: Need discovery! You have two main objectives during this phase of the call: * Determine whether the prospect has a need worth solving * Secure buy-in - have the prospect acknowledge your solution would add value to them &nbsp; ## How do I achieve this? Some people may think good salespeople are just naturally good at discovering a customers needs and getting buy-in without much structure, but the truth is **every** succesful salesperson follows some kind of process or model to structure their call. **A core skill to a successful discovery call is learning to guide the conversation through effective listening and questioning.** - Let's begin by looking at the basics of effective questioning and listening - Followed by two common structures to follow during this stage: SPIN selling and Pain Funnel Let's go! <style> body > .ui-infobar, body > .ui-toc, body > .ui-affix-toc, body > .ui-community, body > .document-footer { display: none !important; } </style>