---
# System prepended metadata

title: Introduction to need discovery
tags: [Week 7, ' M11', ' H3']

---

---
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!

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