When salespeople are not meeting expectations, the common perception is that there is a closing problem to be fixed. But rarely is closing the issue — closing issues are often a symptom of failures during the discovery phase of the sales process.

When discovery is not conducted properly, deals stall and price becomes the center point of decision-making. Get discovery right, and your conversation rates will skyrocket.

Join Lee Salz, sales management strategist and bestselling author of Sales Differentiation and Sell Different!, for a 60-minute masterclass on discovery best practices.

• How to develop a discovery meeting strategy that energizes your deals and positions you to win .
• The emotional transformation a buyer goes through and how salespeople can incorporate it int their discovery
• The three types of questions that comprise an effective discovery meeting
• Pain — you found it, but you didn’t get the deal. We’ll cover the step you likely missed
• The common mistakes salespeople make when asking discovery questions
• How to determine which information to share during a discovery meeting
• Discovery cliffhangers to keep your deal moving forward
• A super-effective post-discovery technique that you likely aren’t using