Let's take a moment to recap our journey so far. In episode two, we delved into the art of unlocking our full potential by adopting a sales-oriented mindset. Moving on to episode three, we recognized the importance of comprehending our own professional brand before immersing ourselves in the market. Remaining aligned with our brand became our guiding principle, a theme that carried over into episodes four and five, where we learned the crucial skill of identifying promising prospects. With this foundation, episode six detailed the strategic approach to securing valuable appointments. 
Having successfully navigated these initial steps, we honed our communication prowess in episode seven, setting the stage for that all-important first impression, which we thoroughly explored in episode eight. Building upon this confidence, episode nine was dedicated to the nuances of professional networking, an indispensable facet of the sales landscape. As we progressed, episode ten provided invaluable insights into the art of crafting probing questions, instrumental in understanding and assisting our prospects effectively. 
With a solidified professional brand, a well-researched and networked prospect base, thorough preparation, and an impactful initial impression, the time has come to delve into the realm of sales discovery. Within this episode, you will attain mastery in the art of posing questions to unearth your prospect's unique needs. The phase of sales conversation devoted to discovery, which follows the approach, represents an iterative process that we shall now explore in depth. 
 
Sales Discovery: Let's dive into the realm of sales discovery and unveil its true essence. First, let's demystify what sales discovery is NOT. It is not the time for the salesperson to pounce on closing the deal, pushing a sale, or monopolizing the conversation. Contrary to common perception, successful salespeople are not the ones who dominate discussions. Rather, the discovery phase offers a unique chance for the salesperson to absorb the prospect's needs and desires. Imagine being in a conversation where someone speaks over you, dismissing your thoughts. Does that resonate positively? Certainly not. 
During the sales discovery phase, the art is in asking questions and genuinely listening before posing further queries. My grandmother was a maestro at asking questions, yet she seldom allowed you to fully respond before diving in for more details. Properly conducting the sales discovery process involves mastering the pattern and pace of questioning. In this episode, we will delve into one of the various sales discovery approaches. While many companies have their preferred methods, if your organization lacks one, rest assured that the approach you learn here will serve you well. 

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