Discovery and Needs Assessment: The Hidden Goldmine in Your Sales Process

Imagine walking into a doctor’s office, declaring you have heartburn, and demanding a specific medication without any examination.

Any responsible physician would refuse such a request – they need to understand your symptoms, run tests, and determine the proper treatment before prescribing anything.

Yet in sales, countless representatives make exactly this mistake: pitching products before understanding their prospects’ problems.

This misguided approach transforms what should be exploratory conversations into one-sided product presentations, dramatically reducing success rates and leaving revenue on the table.