It also provides you with the lifeblood to deal with objections

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Deals that don’t meet the company’s qualification requirements can’t ever be successfully negotiated, so it’s vital that any deals advancing into mature stages of the process be purposefully qualified.

Discovery
Effective discovery is paramount to success. Mastering the sri lanka telegram data ability to discover stakeholders’ emotional and business needs provides you with tremendous advantages.

Good discovery ensures that the solution you propose will be meaningfully aligned with your customers’ expressed objectives and issues.


“Well, this costs a lot.”

“Yes, and we solved a lot of your problems.”

“Your competition seems to be less expensive.”

“Although I’m confident in our process to provide a solution for your expressed outcomes, I’m happy to help reduce the overall cost to you. So, let’s go through the objectives we used to assemble your solution and move some of them to a subsequent phase in order to reduce initial cost.”

“Why is this so expensive?”

“We’ve assembled a solution that has been carefully mapped to your expressed objectives and desired outcomes. I think you’ll find that the pricing is competitive for a personalized solution that addresses everything that you wanted to be considered.”

In the absence of excellent discovery, these conversations would be significantly more challenging if not impossible to handle and still protect your margins.