The Power of Deep Dive Discovery

The Power of Deep Dive Discovery

“Before one can speak as an expert, one must first listen as a student.”
- Glenn Michael Milliet

The days of old school selling, dumping everything in your sales case on the client and hoping that they emerge from the pile with something to buy are over. In today’s sales world, solution-based selling is the name of the game.

“Before one can speak as an expert, one must first listen as a student.”
– Glenn Michael Milliet

The days of old school selling, dumping everything in your sales case on the client and hoping that they emerge from the pile with something to buy are over. In today’s sales world, solution-based selling is the name of the game.

Ask yourself this question...

“Are you in business to sell what YOU want to sell, or are you in business to sell what your CLIENT wants to buy?”

Obviously, it is what your client wants to buy as no one cares about what YOU want to sell unless it can remove and replace their emotion of unhappiness   Therefore, how do you know what they want to buy without asking the direst question, “What do you want to buy?”

Understand that the art of conversation is like a dance.  It is rhythmical, it has an ebb and flow like a great symphony, and like any great symphony piece it has an opening, a prelude.

Being able to open a conversation is crucial to any conversation progress.  Simply stated, one must be able to prime the pump of conversation to get the momentum of the conversation going.

“If one cannot open a conversation, it is highly unlikely that one can close a sale.” Glenn Michael Milliet

Being able to ask specific and detailed investigating questions will reveal what is most important to your prospect.

Asking questions that progress deeper and deeper into discovery create a clear understanding of what your client wants to purchase most.

Deep dive discovery questions are just that.  Each question is specifically designed to remove and reveal the next layer of client want and need.

Remember, the deeper you dive in discovery, the more emotional the desire to purchase becomes.


What You Will Learn:

  • 8” discovery questions sequentially to build the opening of your conversation, the body of your diagnosis, and the perfect prescription with your close.
  • Skillfully breaking down the communication barriers restricting your prospect from buying and you from selling.
  • Getting clued into and deciphering the verbal and nonverbal messages.  (Both theirs and yours.)
  • Developing effective intentional listening skills.
  • Overcoming sales objections.
  • Building value relationships.
  • Closing more sales.

Value Take-Aways:

  • Easily open a conversation of discovery to connect and create sales opportunity.
  • How to break-down the barriers to effective dialogue.
  • Apply the “Magic 8” discovery questions with ease and accuracy to expose your client’s greatest needs and wants to close more sales.
  • Deliver your solution message with clarity and accuracy.
  • Position your products and services to provide the emotion of happiness your client wants most to purchase.
  • Stop selling stuff and start selling solutions.
  • Use intentional listening skills and presentation skills to enhance your delivery and close more sales.
  • And more…

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