Speed to Discovery is Speed to Influence
Founder, The Sales House
November 11 @ 11 a.m. Mountain Time (US)
In this session, Andy will share how to use effective discovery to quickly build the influence you need to impact your buyer’s decision. Among the topics he’ll cover are: the necessary mindset required for effective discovery; how to uncover the One Thing that is driving the decision process; how Heisenberg’s Observer Effect impacts your discovery; why discovery needs to happen on every sales interaction; why discovery is not a one-way street and how to use discovery to exchange value with your buyers, and how to use discovery to help build consensus among decision stakeholders.
I’ve been in sales for over four decades. My first sales job was selling women’s shoes at JC Penney. In my professional career I’ve sold everything from computers to small businesses to complex communications systems that sold for tens of millions of dollars to some of the world’s largest enterprises. I closed hundreds of millions of dollars in products and services before starting my own company.
I’m #8 on LinkedIn’s list of the Top 50 Global Sales Experts to follow. More than 140,000 people have signed up to follow the advice I share there. My podcast, Accelerate!, is on the top of every list of the best sales podcasts with nearly 2 million downloads to date. Accelerate! is also on INC’s list of the top leadership podcasts.
My two award-winning books, Zero-Time Selling and Amp Up Your Sales, were both Amazon best-sellers.