Advanced Customer Needs-Focused Selling

What motivates customers to buy?

How can our sales process create more value for customers?

Why is it critical to be more strategic in how we communicate with different people in different roles?

Discovery! is a process that improves the competence, confidence and commitment of salespeople who want to take customer needs-focused selling skills to the next level. Discovery! is a six hour seminar followed by six weeks of intensive practice and feedback. Participants examine what it means to be customer needs-focused and learn how to uncover problems, consequences and rewards. Its content-rich design focuses on the true "master skill" of the best sales professionals in the world - the process of creating value for customers. Discovery! builds on participants' foundational needs-focused selling skills, like those learned in Integrity Selling®, and develops their strategies for high impact interviews and relationship building.

Participants in Discovery! will learn to:

• Establish Strategic Customer Needs-Focus Mindset
• Uncover Customer Needs, Wants and Decision Making
• Develop Strong Rapport with Customers
• Adapt to Different Buyer Roles
• Develop a Winning Customer Focused Strategy

The initial seminar develops the core concepts in the Discovery! process. However, Discovery! is not a traditional training program. It utilizes a state of the industry, technology supported, experiential learning design. The six week follow-up process, guided by our proprietary Navigator software, drives self-directed application with real clients. Each week the sales professional targets a skill, trait or action to practice with the ongoing support of management coaching and the real-time insights provided by the Navigator software. Like all Integrity Systems® change processes, the results of Discovery! can be measured to insure clients' expectations are met.