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The sales meeting begins with the discovery phase, where the salesperson observes, listens to, and asks questions of the client to identify their needs and personality. This step relies on the interaction between the salesperson and the client, as well as the analysis of the information gathered. Adhering to this phase is essential for personalizing the product or service offering, as well as the style and content of the conversation. A guide can be used before or during the meeting to facilitate this crucial step. Rephrasing is often necessary to confirm understanding of the client’s or prospect’s needs and motivations. For example, a specific discovery plan can be developed for a client looking for a ski trip at a travel agency.

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