NSME North Coast March 2022 Dinner

“How To Use Discovery to Maximize Sales” by Diane Helbig, President Helbig Enterprises


Sales is not about selling. Rather it is about learning. In this presentation, we explore the importance of discovery as well as how to use it throughout the sales process. Getting out of sales mode and into curious mode is essential for business growth. Face it - no one likes a salesperson. However, everyone likes the person who is genuinely interested in learning about them, their successes, their challenges, their needs.

Learning Objectives:

How to define your target market

How to use discovery when networking and prospecting

Questions to ask during the sales meeting

The importance of discovery for account management




Diane Helbig is an international business and leadership consultant and trainer, author, award-winning speaker, and podcast host. As president of Helbig Enterprises, Diane helps businesses and organizations operate more constructively and profitably. Diane is passionate about guiding business professionals through the challenges of planning and growing a business.

Diane's no-nonsense, straightforward approach cuts through the noise and allows clients and training participants opportunities to realistically and enthusiastically implement the plans they devise.

Diane is the author of Lemonade Stand Selling and Expert Insights and Succeed Without Selling. She is the host of the Accelerate Your Business Growth podcast. Diane is a member of the Newsweek Expert Forum and sits on the NAWBO Cleveland Board of Directors.



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