In which we will actually perform an unrehearsed discovery call, following our discovery methodology, with “call outs” from time to time to highlight and explain key elements, skills, and principles. This won’t be your standard webinar!

Join us to see a real-life example of doing discovery that can serve as the basis for a template for you and your team, as well.

To set the context for this webinar, our prospect has reached out to us asking about demo skills training possibilities. We had an initial 20-minute conversation about our offerings, after which we sent information on our training options and pricing. After digesting this information, our prospect reconnected for the next step: a discovery conversation.

Join us to listen-in as we interview our prospect…

We’ll intersperse the conversation with comments and observations about the anatomy of this discovery call, exploring key elements of discovery:

• About You
• Demographics
• Environment
• Major Pain
• Impact
• Value
• Related Pain
• Culture
• Wrap-up