The Sales Discovery Conversation: 10 Steps to Build Credibility

Focused View

Mark Donnolo

31:58

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01 - Introduction

01 - How to succeed in sales discovery conversations.mp4

00:50

02 - What happens without a conversation plan.mp4

01:27

02 - 1. Prepare for Your Sales Discovery Conversation

01 - Step 1 Outline your sales discovery conversation plan.mp4

02:49

03 - 2. Learn and Empathize in Your Sales Conversation

01 - Step 2 Start your sales conversation on a human level.mp4

03:37

02 - Step 3 Frame the sales discovery conversation.mp4

02:27

03 - Step 4 Listen, confirm, and organize customer challenges.mp4

03:48

04 - 3. Transition to Your Competence

01 - Step 5 Make the turn to create your sales solution.mp4

02:42

02 - Step 6 Demonstrate competence to match the customers need.mp4

03:24

05 - 4. Create Vision and Action in Your Sales Conversation

01 - Step 7 Create the vision with your customer.mp4

02:44

02 - Step 8 Define your action.mp4

03:28

03 - Step 9 Exit your conversation on a human level.mp4

01:32

06 - 5. Follow-up on Your Sales Discovery Conversation

01 - Step 10 Sales conversation follow-up to move forward.mp4

02:05

07 - Conclusion

01 - Practice and increase your win rate.mp4

01:05

Description

How do you confidently lead any meeting, build credibility, and position yourself as a trusted problem-solver for your customer? You need the sales discovery conversation blueprint. In this course, instructor and sales expert Mark Donnolo shows you how to manage successful sales discovery conversations to quickly create connections, translate your customer’s problem into a vision for action, and ultimately win more deals.

Discover how you can predictably improve performance with the customer and approach each important meeting knowing you’ll create a positive impact. Mark shares ten, easy-to-apply methods to build rapport, guide your customer, understand their challenges, help them organize their thinking, create a common vision for a solution, and exit the conversation on a human level with a clear plan ahead. Upon completing this course, you’ll have an approach you can use again and again while you hone your skills as a sales problem-solver and create more consistent sales results.

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Sales Skills

Sales Management

Salesforce

Mark Donnolo

Instructor's Courses

Mark Donnolo is founder and CEO of SalesGlobe, a leading sales effectiveness consulting and innovation firm focused on designing and implementing strategies for revenue growth. Mark is focused on helping leaders rethink their sales challenges and has decades of hands-on experience helping companies and leaders with a focus on data-driven, creative problem-solving to reach new levels of performance. Mark's expertise is far-reaching, spanning multiple industries and work environments, including sales strategy, sales organization, sales process, deployment, strategic account planning, incentive compensation, and quota setting. Mark is the author of the books The Innovative Sale, Quotas!, What Your CEO Needs to Know About Sales Compensation, and Essential Account Planning. Mark hosts the Rethink Sales Podcast and is a certified LinkedIn Learning instructor. His course, Analytics-Driven Storytelling is available on LinkedIn Learning. Mark holds an MBA from The University of North Carolina at Chapel Hill and a BFA from The University of the Arts in Philadelphia. Mark speaks on sales and marketing topics and has been published in numerous business periodicals and books. Specialties: Sales Strategy Sales Organization and Sales Process Design Sales Team Development Sales Compensation and Quotas Sales Capacity and Growth Planning Venture Capital and Private Equity

Linkedin Learning

View courses Linkedin Learning

LinkedIn Learning is an American online learning provider. It provides video courses taught by industry experts in software, creative, and business skills. It is a subsidiary of LinkedIn. All the courses on LinkedIn fall into four categories: Business, Creative, Technology and Certifications. It was founded in 1995 by Lynda Weinman as Lynda.com before being acquired by LinkedIn in 2015. Microsoft acquired LinkedIn in December 2016.