In a recent conversation on the Stories Of Selling Human podcast, Alex Smith and Brent discuss how to close deals faster by using an authentic approach to sales discovery.

While it may seem counterintuitive to busy sales people, in reality, taking a more authentic, buyer-centered approach doesn’t take longer. It takes shorter.  

We often forget to take a quick step back and make sure we really understand the buyer’s problem. Until you understand the buyer’s problem, your product does not really matter.

Start with what your buyer is looking for with questions like:

• What are you working on?
• What are you hoping to get out of our call?
• Is there one thing you were hoping to accomplish today?

Ask your buyers to prioritize and they will do it happily. An authentic approach speeds up your sales discovery because you get to the heart of the matter more quickly.  

With authenticity, it takes a lot less work to get where you and your buyer want to go.