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?