In this step you begin to map out the customers understanding of his own problem. What problem is he/she trying to solve? You will need to figure out different aspects of the problem:
* What is the urgency for the customer?
* Who are involved in the decision process?
The discovery phase is where you start to //name// the problem. Your goal is to get the answers to the following questions:
* How do i discover the problem that drove the customer to this market?
* How do uncover the key purchase criteria that will drive this sale?
* How do i help the customer discover his key problem?
* How do i identify the best solutiuons for this problem?
* How do i discover which of the benefits of my product are most relevant for this customer?

!Questioning for results
<<tiddler [[Questioning for results]]>>
bag
howtomakethesale_public
created
Sun, 12 Jun 2011 10:44:13 GMT
creator
dirkjan
modified
Sun, 12 Jun 2011 10:44:13 GMT
modifier
dirkjan
tags
The Sales Process
publish.name
Step 3, Discovery
creator
dirkjan