Discovery

Discovery questions help us uncover needs, validate concerns and understand their goals

• True

• False

Which answers are correct?

• Assess partners knowledge levels around dashboard & marketplace standards

• Discover reasons behind their behavior's – to help challenge and coach later on

• They can’t argue with their own reasoning

• We need to ask questions in order to follow the call structure

Active listening is listening intensely and repeat back what I hear

• True

• False

The four techniques of Active Listening are:

• Seek info

• Giving info

• Testing understanding

• Summarizing

A pause can be very important in a sales conversation as it can help to emphasize a point, stimulate a response that you wouldn’t have received if you didn’t pause, it can provide you (and your partner) the opportunity to think and also give the impression that you are waiting for more information- all of which can help you!

• True

• False