sales discovery
There is no such thing as a natural born sales person.
Sales professionals are developed over time and it takes dedication, discipline and the ability to execute a process consistently.
On the surface, a sale can seem simple. The reality is usually far from it. There are many pieces of information that go into getting to the ask (also referred to as the close).
Ask yourself the following:
Who makes the final decision?
Who does the Decision Maker trust and seek guidance from?
What other solutions are being evaluated?
How much urgency is there to act?
Is there budget allocated that covers your solution?
My rule of thumb is that if you’ve uncovered 80% of the answers to these questions, you have enough information to close the sale.