Discovery with a Buyer's Perspective
Last Updated 04/2024
English
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Finish in
50 min! Run Time
50 min! Run Time
Made for for
Employees
and
Supervisors
Employees
and
Supervisors
No Certificate
Provided
Provided
Mobile -
Friendly
Access
Friendly
Access
What you'll learn
This module introduces a new framework for approaching a sales conversation coming from the buyer's perspective. It enables you to guide the conversation toward the buyer discovering why they cannot stay with the status quo and need your product and service, and what you must do to keep the momentum moving forward.
It is strongly recommended that you take the Knowing the Customer's Buying Process and Insight Selling courses before enrolling in this course.
Skills covered in this course
Description
Buyers often decide to make a purchase when they discover a risk or opportunity related to the product or service you are selling. This topic shows you how to uncover that risk or opportunity and guide the buyer toward making the desired discovery. It then provides a framework for a conversation that moves the buyer forward toward a ‘yes'.
Prerequisites: Knowing the Customer's Buying Process, Insight Selling
Prerequisites: Knowing the Customer's Buying Process, Insight Selling
Table of Contents
Introduction: Why the discovery process must shift from the salesperson's discovery to the buyer's discovery.
The Process: Introduces a new framework that guides conversations toward a buyer making a discovery, then commitment to move forward.
Using the DC2 Framework: Uses a case study to show a salesperson would prepare for a discovery conversation.
A Discovery Conversation: Presents the resulting discovery conversation in the form of a video call.
What Just Happened?: Reinforces the use of the DC2 framework by interactively examining the call just seen and summarizes how each part of the framework was used in this example.
Author
We’re an experienced group of sales and marketing leaders, and education and coaching stalwarts. We’ve all held senior positions at global corporations, or rolled up our sleeves to turn start-ups into successful international businesses, and in many cases we’ve done both.
Discovery with a Buyer's Perspective
Discovery with a Buyers Perspective 1 - Introduction
Why the discovery process must shift from the salesperson's to the buyer's.
Discovery with a Buyer's Perspective 2 - The Process
Introduces a new framework for effective sales conversations that moves a buyer to making a discovery and commitment to move forward.
Discovery with a Buyer's Perspective 3 - Using the DC2 Framework
Uses a case study to show a salesperson would prepare for a discovery conversation.
Discovery with a Buyer's Perspective 4 - A Discovery Conversation
Presents the resulting discovery conversation in the form of a video call.
Discovery with a Buyer's Perspective 5 - What Just Happened?
Reinforces the use of the DC2 Framework by interactively examining the call just seen and summarizes how each part of the framework was used in this example.
Frequently Asked Questions
This course is designed for employees and supervisors who need to complete Discovery with a Buyer's Perspective training
Yes. This course is designed to meet applicable federal requirements and commonly mandated state standards. Always confirm specific state or industry requirements with your local regulations.
The course takes approximately 50 minutes to complete and can be paused and resumed at any time.
No. This course does not include a certificate of completion.
Yes. You can assign this course to individuals or groups using Coggno’s LMS, or purchase multiple seats for your team.
Yes. This course can be exported for delivery in most learning management systems (SCORM compatible).
Yes. The course is fully self-paced and available 24/7.
Yes. This course includes a knowledge check to reinforce learning and verify completion.
Learners have lifetime access from the date of purchase.
Yes. A preview is available so you can review the course format and content before purchasing.
Yes. Content is reviewed and updated as regulations and best practices change.
Yes. This course is available for free with an active Prime Subscription.
Yes. Refund requests can be submitted within 30 days of purchase.
