Messaging & Discovery for the Buyer Journey

Live Virtual Training Program

Buyers work with salespeople who provide quality dialogue and help them make objective decisions for their business and their individual roles. That means raising the conversation bar and in particular, fine-tuning company messaging (narrative) and discovery and diagnostic skills. It's why elite sales teams spend so much time honing message and dialogue skills.

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Core Program Content

  • Developing high level narrative for the buyer conversation.
  • Discovery hierarchy (business, diagnostic, stakeholder).
  • Developing exploration & discovery tracks and questions inventory.
  • Planning high-level messaging and discovery x stage of buyer journey.
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Our Approach

  • We work from the live sales pipeline, i.e. live target prospects and opportunities.
  • Sellers develop a customized tool for discovery tracks and questions.
  • We plan an upcoming / potential live conversation using the tool.
  • Short, live virtual engagements (1-2 Hours).
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Impact

The discovery workshop leads to sellers delivering quality dialogue for buyers and stakeholders. This is a difficult and subtle skill, but has a huge impact on creating and winning opportunities.

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