BizSugar.com › Sales › There's More To The Discovery Process Than Identifying Needs!

After Qualifying, I believe the Discovery Phase of the sales process is the single most important part of the entire process. If executed well, it is where the customer lays out the road map for how the sales person can win the deal. Yet too often, sales people lose this opportunity, choosing to race through the process so they can get to Proposing and Closing--after all isn't that what sales people are supposed to do--pitch and the famous, always be closing.