Discovery

What is the primary goal of the discovery phase?

• To finalise the sale

• To understand the client's needs and pain points

• To present the product features

• To negotiate the contract

1. Which type of question is preferred during the discovery phase?

• Yes/No questions

• Open-ended questions

• Leading questions

• Closed-ended questions

Why should objections not be addressed immediately during discovery?

• It can lead to misunderstandings

• It may shut down further communication

• It’s irrelevant to the discovery process

• Clients do not expect answers at this stage

What is the purpose of the Summary Close?

• To confirm the product price

• To restate the key points discussed and confirm understanding

• To pressure the client into a decision

• To introduce new information

True or False: The discovery phase follows directly after the warm-up phase.

• True

• False

True or False: During discovery, it's beneficial to focus primarily on pitching the product.

• True

• False

True or False: Planting seeds and price conditioning are strategies used during the discovery to prepare for later stages of the sales process.

• True

• False