Introduction: Discovery isn’t just about identifying problems; it’s your chance to build trust and set the tone for a successful sale. In this article, we’ll show you how to approach discovery with strategy and precision to improve your close rates.
Body:
- Find out what THEY care about
- What do they value? Are they price focused, value focused, or feature focused?
- Educate them on what you’re looking for BEFORE you go looking
- You want them to see pictures of damages before you show them their damage. This helps them make sure they understand that you are not making things up.
- Be Thorough Yet Efficient
- The balance between speed and quality during inspections.
- Use tools like digital checklists to ensure nothing is overlooked.
- Engage the Customer During the Process
- Involve them by explaining what you’re doing and why.
- Build trust by demonstrating expertise.
- Document Findings
- Photos and notes can make the problem real for the customer.
- Show the impact of delaying action.
- Present Solutions Immediately
- Don’t just highlight problems—offer actionable solutions.
- Use simple language and visuals to explain your recommendations.
Conclusion: A well-executed discovery process doesn’t just diagnose problems; it builds rapport and sets the stage for a confident “yes” from the customer. Master these steps, and your close rates will thank you. If you want access to our pre-built company cam discovery and inspection form reach us here.
