Discovery
Why is Discovery important?
Discovery ensures we understand the Customer's needs, goals or situation holistically BEFORE moving forward.
How do we get to the point where we feel ready to make a recommendation?
Discovery questions
Why do we include a tie-back?
It uses the Customers own language to showcase the value of the recommendation for them specifically.
What is the most important section of the rubric that helps you overcome objections?
Discovery
Give 2 qualifying 2FA pieces
All acceptable answers:
First and last name
Email address
Phone #
Order #
Shipping Address
You give a recommendation and your Customer declines, what are your next steps?
Acknowledge what they said and ask what the hesitation is (if they haven't already shared that).