As Sales Professionals and Senior Executives we are always looking for ways to differentiate ourselves from the competition. One of those ways is to utilize Existing Situation / Desired Outcomes Documents, or Discovery Agreements. They are tremendous trust and credibility builders, and serve as a road map to supporting the needs and requirements of potential buyers. By employing good discovery skills and listening skills you can gain a complete understanding of the buyer's existing situation, and their desired business outcome. The difference between the prospect's existing situation and desired outcome is called "The Gap", and if you come up with a solution that addresses the prospect's Gap, then you have an excellent chance of winning their business. If you can not identify a "Gap" that you can address with a solution, then it may be time to move on to another prospect. Why are Discovery Documents a Key Differentiator?

If you received this from a friend and would like your own subscription, please enter your email address. STUDY ORGANIZE LAUNCH DIRECT S.O.L.D.! Sales Focus Inc has the right experience and methodology to quick-start your sales success too! For more info >> SFI has free white papers on effective sales pitches and designing top performing sales teams available at our website. Download the "Customer Service Excellence" White Paper now to learn how to earn more.

		They are a great credibility and trust building tool between you and the prospect,
		A great internal and external negotiations tool,
		An excellent internal and external sales tool,
		A way to determine what you do know and don't know about the client's situation,
		A way to determine where you are in the sales process,
		A barometer of client interest and commitment,
		A living document that you can update during the entire sales process,
		A consensus building and information sharing tool,
		An integral part of your sales presentation, and
		A powerful closing tool.

How Do You Create an Effective Discovery Document?

1. Capture the following:

   Company Overview Company description Type of business

   Existing Situation What they currently have What they are currently doing The way they are doing it

   Desired Situation What they would like to have How they would like to do it The desired outcomes and benefits

2. Outline Your Next Steps with the Client
3. Set a Discovery Review / Validation Meeting

What are the Keys to an Effective Discovery Agreement?

		The key to the discovery tool is to capture the client's existing situation and their desired outcome, in their own words.
		Do not elaborate or make assumptions.
		Capture all relevant customer information in bullet points.
		Use action words to describe the desired outcomes like: improve, increase, create, reduce.
		Share the discovery agreement with the clients and request that they validate, correct or add anything to it that you may have missed.

Try this sales discovery tool and it will win you more deals!

There is nothing like hearing from a new client that you won because you were the only person who really understood what was important to them and how to help them. The key to success is listening!

Or contact us directly at 410-442-5600.

What is YOUR sales Challenge? Ask Max the sales questions you want answered. Ask Max.

About Sales Focus Inc. Sales Focus Inc., the leading sales outsourcing company in the US, is focused on developing immediate revenue opportunities for our clients. Our sales outsourcing and process improvement solutions focus strictly on sales deployment and effective management. We work closely with our clients to develop, launch and manage effective sales teams that focus on one thing - generating revenue. Our "One-Team" approach allows focused companies to thrive and succeed in today's competitive environment! We focus on cost containment and profit enhancement solutions. Profit enhancement is a different mindset than cost cutting. Cost cutting means doing less of something; profit enhancement implies doing more of something that will boost the bottom line. We represent the concept of focused profit enhancement solutions.

Sales Focus is driven towards a single goal: "Generating Immediate Revenue for our Clients!" Whether it's implementing our S.O.L.D. Methodology, Developing Specialized Training Programs or Launching an Outsourced Sales Force, we remain focused on the goal of TACTICALLY GENERATING RAPID REVENUE. Let us help you not only meet, but exceed your sales goals.

For more Information or to see if we are a good fit with your company, contact us directly, 410.442.5600, send us an email at info@SalesFocusInc.com or visit our web site: www.SalesFocusInc.com. Request a free white paper while visiting our website.

Sales Focus Inc. 2205 Warwick Way, Suite 100 Marriottsville, MD 21104 P. 410.442.5600 F. 410.442.5102 Toll Free: 866.840.8305 URL: www.SalesFocusInc.com

Reading someone else's newsletter? Subscribe yourself, or your staff, to the Sales Tips Newsletter at www.SalesFocusInc.com