Discovery & value selling

What you’ll learn

• Why discovery — the structured conversation where you learn a prospect's situation, problems and goals before pitching — is the highest-leverage skill in sales.
• The anatomy of a discovery call, with a full annotated transcript.
• Questioning toolkits: SPIN, open vs closed questions, Voss's labelling and mirroring.
• The major sales methodologies and how to answer "what methodology do you use?" credibly when you have never carried a quota.
• Turning features into quantified value: feature → advantage → benefit, ROI models, a worked NHS example.
• Demos and POCs (proofs of concept) as deliberate sales craft — whether you've given a hundred demos in a past role or none at all.
• Multi-threading, selling to power, and building champions.