Guest Post: Defining your discovery process in Sales​


Editor’s note: This is the first of our guest post series and comes from Bob Clements of Bob Clements International

Step two of Bob Clements’ program to close more sales: The Discovery Process.

The Discovery process is a specific set of questions that we ask a customer to help understand their needs they have.

  1. What do you have now?
  2. How long have you had it?
  3. What do you like most about it?
  4. If you can change or improve it, what would you like to do?
  5. What time frame are you looking at to make a purchase?
  6. Who, other than you, would be involved in making this decision?


Check out the video above to learn more.


This post originally appeared on the Bob Clements International blog on April 18, 2023

Request A Call Back

Enter your email address and a Blackpurl team member will be in touch with you