The sales funnel or sales pipeline can be roughly divided into 4 phases: Discovery, Scoping & Value Proposition, Proposal, Negotiation & Closing.
Mike Springer, marketing expert and founder of zealaxx AG, will provide insight into key questions for each sales pipeline phase, focusing on the discovery phase. Startups often prefer to shortcut this phase, leaving them with key information and facts for the next steps.
Because selling is (also) listening, and with targeted questions, you can find out the relevant information from your customers and thus increase the probability of closing an opportunity.
- What does “discovery” mean in the context of sales?
- What questions need to be asked to the potential customer?
- How can you use “active” listening to get more information?
- How do I increase the probability of closing in this phase?
- What experience do you have with tech startups?
