Discovery in the sales process is the crucial first step that involves asking the right questions to understand the prospect’s needs, pain points, and goals. This phase helps the sales consultant tailor their pitch to the prospect’s specific needs and build a connection based on their interests. By identifying the key decision-makers, understanding their purchasing process, and the potential roadblocks, the sales consultant can build a mutual action plan that meets the prospect’s expectations. Discovery is critical to building trust and ensuring a successful sales process that meets the needs of both the buyer and the seller.
