Essential Elements of an Effective Discovery Meeting

Men and women at conference table meeting

Most sales leaders agree that the most important customer interaction is the first one – the discovery meeting. It can make or break a customer relationship.

While discovery calls have historically been seller-centric, these days customers need things to be more about them, understandably so. What makes a discovery call good is partially the questions, but it’s also what happens in between, which is what too many salespeople lose track of.