How Sales Experience Can Hurt Us

Veteran Sales Professionals have the tendency to want to impress their buyer with how much they know.  They often take on the attitude of, “I’ve heard your situation a thousand times.  I know exactly what you need, so shut up Mr. Buyer so I can tell you what you need to know.”  When the Sales Professional cops this attitude, he will typically ask a few discovery questions, but then rush right into the solution, so eager to show the buyer what he knows that he does not take the time or want to expend the energy to learn about the buyer’s situation. Unfortunately, I’ve experienced this, myself, first-hand.

The Silver Bullet Discover Summary Process

After you’ve asked your discovery questions and have uncovered a lot of information, you want to do something that will create some positive buying momentum before offering your tailored solution.  And I have just the right thing.  It’s called the Discovery Summary. The Discovery Summary is all that; it really is.  Our research shows that…