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| Discovery Selling(R) | vs | Traditional Selling |
| Finding problems | vs | Pushing products |
| Collaboration with | vs | Selling to |
| Prospect discovers | vs | Salesperson convinces |
| Mutual agreement | vs | Closing efforts |
| Help the client | vs | Get the order |
| Listening | vs | Talking |
| Conversations | vs | Presentations |
| Collaborative | vs | Adversarial |
| High trust | vs | High skepticism |
| Prospect's timetable | vs | Salesperson's quota |
| Creating value | vs | Justifying price |
| Seller viewed as advisor | vs | Seller seen as vendor |
| Low pressure | vs | High pressure |
As you review the above list, ask yourself this question; "If I were the customer of a salesperson, from which column would I want him or her to work?"
How about your customers?
If you answered honestly, the Discovery Selling(R) column is the hands down winner.
Learn how to sell using the Discovery Selling(R) process. Attend the Discovery Selling(R) BootCamp. REGISTER NOW!
