Discovery Tools with compliments of Bob Riefstahl and the 2Win Global team

Discovery is the key to an effective demonstration

After my blog post on the importance of doing an effective discovery when preparing for a sales engagement a number of people reached out to me asking if I could provide an example of the preparation checklist I was referring to.

Good news!

Bob Riefstahl, founder of 2WinGlobal and author of the book I mentioned in my post, Demonstrating To Win, has kindly provided a couple of examples of the checklists I was referring to and I have attached them to this post.

This is 2WinGlobal intellectual property so my thanks to Bob and team for allowing me to post them here.

Use this comprehensive checklist to prepare for a winning demonstration!

Like all good tools, theres a methodology that sits behind them that provides expert guidance on how to use them effectively and with the 2Win Global documents, they are no exception.

So if you would like to boost your pre-sales effectiveness, I recommend that you attend one of the 2Win Global public workshops which are scheduled regularly around North America and around the world – visit their ste at www.2winglobal.com to find out more about these.

You can also subscribe to my newsletter using the link on this page and keep an eye on the website and when I schedule the training sessions that I will be facilitating, you’ll be the first to know.

I have recorded a quick instructional video (and posted it to my YouTube Channel) on how to use these effectively and also explaining the background concept a little more for you as well….I hope you find it helpful.

Let me know – as always your feedback is welcome and appreciated.