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| The
Discovery/Fulfillment®
Selling Discipline |
Every
interaction or dialogue between a sales professional
and an existing or prospective customer will ultimately
be the product of two stages. In nearly all cases,
there is a Discovery stage when the sales professional
is asking questions and gathering information, and
a Fulfillment stage when the sales professional is providing information
and responding to questions. Both stages must be
managed effectively and appropriately executed for
a sales presentation to be truly effective. |
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While
most sales professionals claim to know the importance
of asking effective questions and listening carefully,
many are unable to do so efficiently in real-life
selling situations. Many sales professionals lack the necessary skills and tools to complete the necessary Discovery work
before proceeding to Fulfillment. They feel pressure
from prospective buyers to provide information sooner,
they succumb to their own sense of eagerness, and
many simply haven’t worked hard enough to
know which questions to ask, and how to phrase those
questions. As a result, they prematurely “bounce”
to Fulfillment and often provide information in a manner that doesn’t connect with
the buyer’s agenda or perspectives. |
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“Bouncing”
prematurely to Fulfillment almost always results
in costly selling mistakes. Sales professionals
miss vital information, make statements that are
in conflict with undiscovered elements of the buyer’s
agenda, or they make statements that un-sell because
the remarks are too predictable or otherwise lack
credibility. |
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Trusting instinct in the absence of discipline is not always effective, and is sometimes a recipe for failure. Furthermore,
in the absence of a disciplined process, sales professionals
who sell in teams may actually get in each other’s
way, so to speak. In companies where no formal sales
“language” exists, there is a greater
likelihood that team sales presentations will be
mismanaged and prone to selling mistakes. |
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Dave
Mrocek’s Discovery/Fulfillment®
disciplined sales training program teaches professionals
how to more effectively manage the sales process
by successfully and consistently applying disciplined
selling principles in a wide variety of situations.
Once properly mastered, this discipline enables
sales professionals to become more skilled, confident,
empowered, and in control. Equally important, the
Discovery/Fulfillment®
discipline becomes the company’s corporate
“sales language,” and a formula for
successfully planning and executing team selling
initiatives. And the Discovery/Fulfillment®
language and process provides sales managers with
an unmatched tool for communicating with and mentoring
the reps they manage. |
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