The ISMS Practice Prize Winner Sales Territory Design BEAR Bear Warrington Ufl Form

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- Next thing we're gonna talk about is sales skills. And sales skills, you may recall from the previous session where we talked about sales process. That we pick one particular one. Discovery. Now what I'm gonna do with discovery, I'm gonna hone in and I'm gonna create a specific X and Y chart. On the X axis, we're gonna see time. How does the conversation take place over time? While horizontally, I'm looking at how engaged is the customer? And we've engaged mean, are they interested or are they just simply doing email? Email doing here, engaged all the way up. As that conversation takes place, I'm identifying sub-tasks, of the discovery call. For example, one of the first tasks that we learned is, we need to ask questions. And you know, there's different kinds of questions, so in this case, I'm gonna use situational questions. Situational questions, indicate something like how many people you have on your company and so on. Following a series of situational questions, and by all means