Step two of Bob Clements’ program to close more sales: The Discovery Process.
The Discovery process is a specific set of questions that we ask a customer to help understand their needs they have.
What do you have now?
How long have you had it?
What do you like most about it?
If you can change or improve it, what would you like to do?
What time frame are you looking at to make a purchase?
Who, other than you, would be involved in making this decision?
