How to be Discovery Ready with Bruce Scheer and Mike Wilkinson

Join Bruce Scheer and value selling expert Mike Wilkinson as they dive into the essential skill of being discovery ready in sales. Learn how to master value discovery and improve your sales approach with practical tips and insights.

- Understand why value discovery is crucial for customer-centric selling - Learn how to gain a competitive advantage through effective discovery conversations - Discover the importance of aligning with customer-specific issues - Explore the concept of QLS: Questioning, Listening, and Summarizing - Tips on building trust and preparing for meaningful discovery discussions

Don’t miss this episode and enhance your value-based selling skills!

00:00 Importance of discovery in sales: customer centricity. 05:18 Salespeople struggle to define sales value clearly. 06:47 Solving value mystery, important and fundamental. 12:23 Prepare for client conversations, identify generic issues. 14:22 Building trust is key in specific communication. 16:59 Discovery readiness involves customer-centered, conversational approach. 19:56 Identifying value at three levels of business.