This excerpt from “How to be Discovery Ready” introduces a crucial skill for sales professionals: being discovery ready. Hosted by Bruce Sheer and featuring value selling expert Mike Wilkinson, the discussion centers on why understanding a customer’s needs and challenges (value discovery) is paramount. Wilkinson emphasizes that value is defined by the customer, making its identification a “mystery” to be solved. The speakers delve into practical approaches for effective discovery conversations, including moving from generic assumptions to specific customer issues through insightful questioning, listening, and summarizing (QLS), ultimately aiming to enhance customer relationships and improve sales effectiveness.
