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Training

Digging for Pain: Mastering Deep Sales Discovery

Empower your sales team to uncover critical customer pain points and drive revenue growth

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Price
Customized to your needs

Book Now

Price
Customized to your needs

Provided By

Sales, Enablement and Coaching professional with over 17 years of experience selling, building enablement programs, functions, and teams, and coaching leaders across SaaS organizations to help with hyper growth and team development.

Overview

Sales discovery is the critical skill that forms the foundation of a successful sales process. By mastering the art of uncovering customer pain points, your sales team will be better equipped to create compelling solutions, overcome objections, and ultimately close more deals.

In this hands-on workshop, Nikki Schanzer, a seasoned Sales Enablement leader with over 17 years of experience, will share her proven techniques for conducting deep sales discovery. Having delivered this workshop to numerous venture-backed tech startups, Nikki's expertise will help your team develop the skills they need to navigate complex sales conversations, identify the root causes of customer challenges, and articulate the value of your solution.

By investing in your team's sales discovery skills, you're setting them up for success throughout the entire sales process. From creating urgency to handling objections, the benefits of effective sales discovery will be felt at every stage of the customer journey. This workshop is an opportunity to give your team the tools they need to elevate their performance and drive meaningful results for your organization.

Service Details

60 minutes
6-30 participants

Key Topics

1
Buyer-Seller Dance & Four Buying Emotions
Understand the dynamics of the buyer-seller relationship and learn to recognize and leverage the four key emotions that drive purchasing decisions.
2
20 Questions (Exercise)
Engage in a powerful exercise designed to help you ask the right questions and uncover critical information during sales conversations.
3
Common Traps & Pitfalls
Learn to identify and avoid common mistakes that can derail your sales discovery process and hinder your ability to close deals.
4
Three Levels of Pain & How to Do Deep Discovery
Dive into the three levels of customer pain points and master the art of deep discovery to uncover the root causes of customer challenges.
5
Summarizing & Next Steps to book your next call
Develop the skills to effectively summarize your findings and confidently guide customers towards the next steps in the sales process.
6
Takeaways
Leave the workshop with actionable insights, proven techniques, and a renewed confidence in your ability to conduct impactful sales discovery.

About Nikki Schanzer

Sales, Enablement and Coaching professional with over 17 years of experience selling, building enablement programs, functions, and teams, and coaching leaders across SaaS organizations to help with hyper growth and team development.
Credentials
  • ICF Associate Certified Coach (ACC)
  • Bachelor of Science - Advertising, Sociology
Industry Specialties
Computer Software
Internet
Marketing Advertising
Functional Specialties
Account Management
Management
Operations
Sales
+ more
Expertise
Career Direction
Mid Career
New People Manager
Experienced People Manager
+ more

Book Now

Price
Customized to your needs

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