The PDF highlights discovery as the most important step in software sales, enabling sellers to uncover pain points, build trust, and align solutions with measurable business impact. Effective discovery requires preparation, asking layered open-ended questions, storytelling, and clear next steps. Transitioning from discovery to demo should focus on personalization, addressing key challenges, and avoiding feature overload. Virtual labs enhance demos by making them interactive and realistic. Continuous improvement is essential, involving practice, feedback, reflection, and reassessment. Mastering discovery transforms sales from guesswork to precise, value-driven engagements that improve conversion rates.

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