In this episode, Aditya and Yaag discuss how to improve the sales discovery and demo experience for your prospects by truly understanding their buyer journey and pain points. Aditya throws light into 4 key aspects of a sales discovery and demo conversation including: small talk, questions to ask during discovery, how to personalize and make the demo valuable to the prospect, agreeing upon the next steps, and a lot more.
00:50
The components of a sales discovery and demo conversation
01:58
How to do small talk without being lazy about it
07:45
Doing discovery -- who should do it and how to do it meaningfully
09:35
Need to have discovery and demo in the same meeting
11:45
The concept of SPIN Selling
15:11
The true purpose of a demo
21:23
Handling objections by truly understanding the customer
28:40
Agreeing on the next steps after discovery and demo
34:25
Establishing the key differentiation and value proposition
35:50
Need to sum up the key takeaways from the conversation
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