{"id":58027,"date":"2024-08-13T15:29:08","date_gmt":"2024-08-13T15:29:08","guid":{"rendered":"https:\/\/salesdorado.com\/uncategorized\/commercial-discovery\/"},"modified":"2024-08-13T15:29:08","modified_gmt":"2024-08-13T15:29:08","slug":"commercial-discovery","status":"publish","type":"post","link":"https:\/\/salesdorado.com\/en\/sales-qualification\/commercial-discovery\/","title":{"rendered":"Commercial discovery: The ultimate guide to boosting your sales"},"content":{"rendered":"<p>Looking to improve your <a href=\"https:\/\/salesdorado.com\/prospection-commerciale\/techniques-vente\/\">sales techniques<\/a>?<br \/>\nYou&#8217;re right to take an interest in <strong>sales discovery<\/strong>.<br \/>\nIt&#8217;s the step that can make all the difference between a prospect slipping through your fingers and a loyal customer.<br \/>\nBut sales discovery isn&#8217;t just about asking your prospect a few loaded questions.<br \/>\nIf you&#8217;re here, it&#8217;s because you know there&#8217;s real know-how to be acquired.<br \/>\nAnd you&#8217;re right!<br \/>\nToo many salespeople launch headlong into their sales pitch without taking the time to really understand their contact&#8217;s needs.<br \/>\nThe result?<br \/>\nConversations that go round in circles, objections that fly, and sales that go down the drain.<br \/>\nIn this article, we&#8217;ll take a look at the secrets of successful sales discovery.<br \/>\nWe&#8217;ll look at how :            <\/p>\n<ul>\n<li>Asking the right questions (and, above all, how to formulate them)<\/li>\n<li>Really listen to what your prospect says (and doesn&#8217;t say)<\/li>\n<li>Analyze the information gathered to prepare an effective sales pitch<\/li>\n<\/ul>\n<p>  Whether you&#8217;re a seasoned entrepreneur or just starting out in sales, here you&#8217;ll find practical techniques for turning your sales discoveries into real selling machines.  <\/p>\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_55 counter-hierarchy ez-toc-counter ez-toc-transparent ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title \" >Sommaire<\/p>\n<span class=\"ez-toc-title-toggle\"><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/salesdorado.com\/en\/sales-qualification\/commercial-discovery\/#commercial-discovery-objectives\" title=\"Commercial discovery objectives\">Commercial discovery objectives<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/salesdorado.com\/en\/sales-qualification\/commercial-discovery\/#when-and-how-to-conduct-a-commercial-discovery\" title=\"When and how to conduct a commercial discovery\">When and how to conduct a commercial discovery<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/salesdorado.com\/en\/sales-qualification\/commercial-discovery\/#effective-questioning-techniques\" title=\"Effective questioning techniques\">Effective questioning techniques<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/salesdorado.com\/en\/sales-qualification\/commercial-discovery\/#how-to-analyze-and-use-the-information-gathered\" title=\"How to analyze and use the information gathered\">How to analyze and use the information gathered<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/salesdorado.com\/en\/sales-qualification\/commercial-discovery\/#tools-and-resources-to-optimize-business-discovery\" title=\"Tools and resources to optimize Business Discovery\">Tools and resources to optimize Business Discovery<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/salesdorado.com\/en\/sales-qualification\/commercial-discovery\/#measure-the-effectiveness-of-your-commercial-discoveries\" title=\"Measure the effectiveness of your commercial discoveries\">Measure the effectiveness of your commercial discoveries<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/salesdorado.com\/en\/sales-qualification\/commercial-discovery\/#conclusion\" title=\"Conclusion\">Conclusion<\/a><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"commercial-discovery-objectives\"><\/span>Commercial discovery objectives<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>  We&#8217;re often told that sales discovery is a key phase in the sales process.<br \/>\nBut why exactly?<br \/>\nHere are the main objectives:    <\/p>\n<ul>\n<li><strong>Understanding the prospect&#8217;s needs<\/strong>.<br \/>\nIt&#8217;s a no-brainer, you might say.<br \/>\nBut you&#8217;d be surprised how many salespeople miss the point.<br \/>\nIt&#8217;s not just a question of asking &#8220;What are your needs?<br \/>\nNo, the challenge here is to dig deeper, to unearth needs that the prospect isn&#8217;t even aware of.<br \/>\nThat&#8217;s where it gets interesting!     <\/li>\n<li><strong>Establish a relationship of trust<\/strong>.<br \/>\nYou can&#8217;t buy from just anyone, can you?<br \/>\nCommercial discovery is your chance to show that you&#8217;re not just there to sell your product, but that you&#8217;re genuinely interested in your prospect&#8217;s problems.  <\/li>\n<li><strong>Qualifying the prospect<\/strong>.<br \/>\nIt&#8217;s a fact that not all prospects are created equal.<br \/>\nCommercial discovery allows you to sort the wheat from the chaff.<br \/>\nBudget, authority, need, timing (BANT for short): that&#8217;s what you need to assess.<br \/>\nIt&#8217;ll help you avoid wasting your time on prospects who will never convert.    <\/li>\n<\/ul>\n<figure id=\"attachment_58004\" aria-describedby=\"caption-attachment-58004\" style=\"width: 1440px\" class=\"wp-caption aligncenter\"><img decoding=\"async\" class=\"size-full wp-image-58004\" src=\"\/wp-content\/uploads\/2024\/08\/methode-bant.png\" alt=\"\" width=\"1440\" height=\"810\" srcset=\"https:\/\/salesdorado.com\/wp-content\/uploads\/2024\/08\/methode-bant.png 1440w, https:\/\/salesdorado.com\/wp-content\/uploads\/2024\/08\/methode-bant-300x169.png 300w, https:\/\/salesdorado.com\/wp-content\/uploads\/2024\/08\/methode-bant-1024x576.png 1024w, https:\/\/salesdorado.com\/wp-content\/uploads\/2024\/08\/methode-bant-768x432.png 768w\" sizes=\"(max-width: 1440px) 100vw, 1440px\" \/><figcaption id=\"caption-attachment-58004\" class=\"wp-caption-text\">Source: <a href=\"https:\/\/www.upnet-agence-digitale.com\/quest-ce-que-la-methode-bant-et-comment-peut-elle-optimiser-votre-generation-de-prospects\/\" target=\"_blank\" rel=\"noopener\">Upnet<\/a>.<\/figcaption><\/figure>\n<ul>\n<li><strong>Preparing the sales pitch<\/strong>.<br \/>\nJust imagine: you&#8217;ve got all the information you need to tailor your sales pitch.<br \/>\nIt&#8217;s a game-changer, isn&#8217;t it?<br \/>\nThat&#8217;s exactly what good sales discovery does.<br \/>\nNo more generic pitches that speak to no one&#8230;    <\/li>\n<li><strong>Define next steps<\/strong>.<br \/>\nA successful sales discovery always concludes with a clear <a href=\"https:\/\/salesdorado.com\/en\/revenue-operations\/plan-actions-commerciales\/\">Sales Action Plan<\/a>.<br \/>\nWhether it&#8217;s a demo, a sales proposal or a new appointment, you need to know where you&#8217;re going.<br \/>\nAnd so does your prospect!   <\/li>\n<\/ul>\n<p>  In short, mastering commercial discovery means moving from the status of a simple salesperson to that of a true partner for your customers.<br \/>\nAnd that, believe me, changes everything in your sales approach!   <\/p>\n<h2><span class=\"ez-toc-section\" id=\"when-and-how-to-conduct-a-commercial-discovery\"><\/span>When and how to conduct a commercial discovery<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>  Commercial discovery is not a one-off event, but an ongoing process that takes place at various stages of your customer relationship.<br \/>\nIt begins with the first phone call, where you can already glean valuable information in just a few minutes.<br \/>\nThis first exchange enables you to qualify the prospect and prepare the ground for a more in-depth discovery.<br \/>\nWhich leads to the next point.<br \/>\nThe physical meeting remains the ideal context for a complete discovery.<br \/>\nIn the <a href=\"https:\/\/salesdorado.com\/en\/outbound-sales\/\">sales prospecting<\/a> phase, nothing beats a face-to-face meeting to create a real bond and delve deeper into your prospect&#8217;s needs.<br \/>\nAllow at least 30 minutes, or even an hour, for a complete discovery.<br \/>\nOf course, it&#8217;s impossible not to mention videoconferencing, which is now widespread.<br \/>\nIt&#8217;s almost as effective as face-to-face learning, without the constraints of travel.<br \/>\nJust remember to take care of your background and your connection&#8230;You may also be interested in this article: <a href=\"https:\/\/salesdorado.com\/en\/revenue-operations\/selling-visio-good-practice\/\">How to sell by videoconference?<\/a> Don&#8217;t forget that discovery continues even after you&#8217;ve signed.<br \/>\nYour regular follow-ups with your customers are opportunities to deepen your understanding of their needs and uncover new sales opportunities.<br \/>\nWhatever the stage, good preparation is the key to success.             <\/p>\n<ul>\n<li>Before each discovery, do your homework.<br \/>\nFind out all you can about the company, the sector, the potential issues.<br \/>\nYou&#8217;ll avoid asking stupid questions, and your interviewer will be impressed.  <\/li>\n<li>Structure your interview, but remain flexible.<br \/>\nA framework will help you cover all the essential points, but the conversation must remain natural and fluid.<br \/>\nAdapt to your prospect&#8217;s answers, and dig into interesting topics, even if they don&#8217;t feature in your initial plan.  <\/li>\n<li>During the interview, focus on active listening.<br \/>\nYour aim is to get the prospect talking, not to monopolize the conversation.<br \/>\nPay attention not only to words, but also to body language and unspoken words.  <\/li>\n<li>Finally, never leave a meeting without clearly defining the next steps.<br \/>\nWhether it&#8217;s a new appointment, a proposal or a demonstration, make sure everyone is aligned on the next step. <\/li>\n<\/ul>\n<div class=\"blocTips success-light\">\n<p><i class=\"fa fa-book\"><\/i><span class=\"title is-5\">Going further<\/span><\/p>\n<ul>\n<li><a href=\"https:\/\/salesdorado.com\/prospection-commerciale\/externaliser-force-de-vente\/\"><\/a><a href=\"https:\/\/salesdorado.com\/prospection-commerciale\/externaliser-force-de-vente\/\">Sales outsourcing: Players, rates, advantages &amp; disadvantages<\/a><\/li>\n<li><a href=\"https:\/\/salesdorado.com\/strategie-commerciale\/meilleures-formations-commerciales\/\"><\/a><a href=\"https:\/\/salesdorado.com\/strategie-commerciale\/meilleures-formations-commerciales\/\">Top 10 Best Business Courses in 2024<\/a><\/li>\n<\/ul>\n<\/div>\n<h2><span class=\"ez-toc-section\" id=\"effective-questioning-techniques\"><\/span>Effective questioning techniques<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>  The art of asking the right questions lies at the heart of successful sales discovery.<br \/>\nIt&#8217;s not just a matter of questioning your prospect, but of getting him to reveal his true needs, sometimes even those of which he is unaware.<br \/>\nAlways start with open-ended questions.<br \/>\nQuestions that begin with &#8220;How&#8221;, &#8220;Why&#8221; or &#8220;What&#8221; are your best ally in getting your prospect to talk.<br \/>\nThey open the door to detailed, information-rich answers.<br \/>\nFor example, instead of asking &#8220;Do you have inventory management problems?&#8221;, opt for &#8220;How do you currently manage your inventory?&#8221;.<br \/>\nOnce your prospect begins to open up, apply the funnel technique.<br \/>\nStart with the general and work towards the specific.<br \/>\nYou can start with questions about the company as a whole, then focus on the department concerned, and finally address specific issues.<br \/>\nThis approach helps to contextualize needs and understand the big picture.<br \/>\nAlso, don&#8217;t forget that active listening is just as important as the questions themselves.<br \/>\nSometimes, silence is your best friend.<br \/>\nAfter an answer, leave a moment of silence.<br \/>\nYou&#8217;ll be surprised how often the person you&#8217;re talking to will speak up again to expand on his or her thoughts or add crucial information.               <\/p>\n<div class=\"overflow-x-scroll w-full\">\n<table class=\"table-auto w-full\">\n<thead class=\"bg-gold-500\">\n<tr class=\"text-sm\">\n<th class=\"p-2 border border-slate-600\">Type of question<\/th>\n<th class=\"p-2 border border-slate-600\">Description<\/th>\n<th class=\"p-2 border border-slate-600\">Example<\/th>\n<th class=\"p-2 border border-slate-600\">Benefits<\/th>\n<\/tr>\n<\/thead>\n<tbody class=\"bg-white\">\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Open questions<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">Start with &#8220;How&#8221;, &#8220;Why&#8221;, &#8220;What&#8221;.<\/td>\n<td class=\"p-2 border border-slate-600\">&#8220;How do you currently manage your billing process?<\/td>\n<td class=\"p-2 border border-slate-600\">Encourages detailed answers; elicits a lot of information<\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Closed questions<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">Call for a &#8220;yes&#8221; or &#8220;no&#8221; response<\/td>\n<td class=\"p-2 border border-slate-600\">&#8220;Do you currently use a CRM?<\/td>\n<td class=\"p-2 border border-slate-600\">Useful for confirming information; allow you to obtain precise answers<\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Funnel questions<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">From the general to the specific<\/td>\n<td class=\"p-2 border border-slate-600\">&#8220;Can you tell me about your company?<br \/>\n&#8230;<br \/>\nWhat about your marketing department?&#8221;&#8221;  <\/td>\n<td class=\"p-2 border border-slate-600\">Enables contextualization and progressive deepening<\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Projection questions<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">Make you imagine an ideal future situation<\/td>\n<td class=\"p-2 border border-slate-600\">&#8220;In a perfect world, how would you see this process working?<\/td>\n<td class=\"p-2 border border-slate-600\">Helps identify the prospect&#8217;s latent needs and aspirations<\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Rephrasing questions<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">Repeat or summarize what the prospect has said<\/td>\n<td class=\"p-2 border border-slate-600\">&#8220;If I understand correctly, your main challenge is&#8230;&#8221;<\/td>\n<td class=\"p-2 border border-slate-600\">Shows you&#8217;re actively listening; Clarifies and confirms understanding<\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Probing questions<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">Dig deeper into a point mentioned by the prospect<\/td>\n<td class=\"p-2 border border-slate-600\">&#8220;That&#8217;s interesting what you&#8217;re saying there.<br \/>\nCan you tell me more about it? <\/td>\n<td class=\"p-2 border border-slate-600\">Provides crucial details on an important point<\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Quantification questions<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">Aim to obtain precise figures<\/td>\n<td class=\"p-2 border border-slate-600\">&#8220;How much do you think you could increase your productivity with the right solution?<\/td>\n<td class=\"p-2 border border-slate-600\">Helps you quantify the potential ROI of your solution<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<p>  Here are a few additional tips for effectively questioning your prospects during the sales discovery phase:  <\/p>\n<ul>\n<li><strong>Reformulation<\/strong>.<br \/>\nRephrasing is another powerful technique.<br \/>\nNot only does it show that you&#8217;re paying attention, but it can also be used to check your understanding and probe certain points.<br \/>\nA simple &#8220;If I understand correctly, your main challenge is&#8230;&#8221; can open the door to important clarifications.   <\/li>\n<li><strong>Projection questions<\/strong>.<br \/>\nTo really understand what&#8217;s at stake, don&#8217;t hesitate to use projection questions.<br \/>\nAsk your prospect how he or she would imagine the ideal situation.<br \/>\nThis technique gives you valuable pointers for your future proposal, and enables your contact to project himself into a future where your solution solves his problems.   <\/li>\n<li><strong>probing questions<\/strong>.<br \/>\nFinally, don&#8217;t be afraid to dig deeper.<br \/>\nWhen your prospect mentions something interesting, dig deeper.<br \/>\nA simple &#8220;That&#8217;s interesting what you&#8217;re saying there. Can you tell me more about it?&#8221; can reveal key information for your sale.   <\/li>\n<\/ul>\n\n<h2><span class=\"ez-toc-section\" id=\"how-to-analyze-and-use-the-information-gathered\"><\/span>How to analyze and use the information gathered<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>  Okay, you&#8217;ve conducted your discovery like a boss.<br \/>\nYou&#8217;ve got a mountain of information.<br \/>\nNow what do we do with it all?<br \/>\nLet&#8217;s go!     <\/p>\n<ul>\n<li><strong>Sort through your notes<\/strong>.<br \/>\nStart by rereading your notes with a clear head.<br \/>\nHighlight key information, important figures and quotations.<br \/>\nIn short, get the gist of your interview.   <\/li>\n<li><strong>Identify explicit and implicit needs<\/strong>.<br \/>\nHas your prospect clearly told you what he wants?<br \/>\nGreat, those are the explicit needs.<br \/>\nBut don&#8217;t stop there!<br \/>\nLook between the lines for needs he may not even be aware of.<br \/>\nThat&#8217;s where you&#8217;ll make the difference.     <\/li>\n<li><strong>Prioritize problems<\/strong>.<br \/>\nNot all problems are created equal.<br \/>\nSome are urgent, others less so.<br \/>\nSome cost millions, others peanuts.<br \/>\nMake a top 3 list of priority issues for your prospect.<br \/>\nThese are the ones you&#8217;re going to focus on.     <\/li>\n<li><strong>Match needs with solutions<\/strong>.<br \/>\nFor each identified need, think about how your offer can meet it.<br \/>\nBe specific: which functionality for which need?<br \/>\nWhich service for which problem?<br \/>\nThat&#8217;s how you&#8217;ll build a solid sales pitch.    <\/li>\n<li><strong>Estimate the potential impact.<\/strong>  If possible, try to quantify the benefits your solution could bring.<br \/>\n&#8220;Our tool could save you X hours a week, or Y\u20ac a year&#8221;.<br \/>\nNow that&#8217;s talking to decision-makers!  <\/li>\n<li><strong>Anticipate objections<\/strong>.<br \/>\nBy analyzing your notes, you can often guess the objections that will arise.<br \/>\nPrice too high?<br \/>\nFear of change?<br \/>\nAnticipate them and prepare your counter-arguments.<br \/>\nYou won&#8217;t be caught off guard.     <\/li>\n<li><strong>Prepare your storytelling<\/strong>.<br \/>\nNumbers are good, stories are better.<br \/>\nUse the anecdotes and concrete examples your prospect has given you to illustrate how your solution will transform their daily lives.<br \/>\nThere&#8217;s no better way to leave a lasting impression!   <\/li>\n<li><strong>Define your follow-up strategy<\/strong>.<br \/>\nBased on what you&#8217;ve learned, what&#8217;s the best next move?<br \/>\nA personalized demo?<br \/>\nA customized proposal?<br \/>\nAnother meeting with other decision-makers?<br \/>\nDefine your plan of attack.     <\/li>\n<li><strong>Share the news with your team<\/strong>.<br \/>\nIf other people in your company are involved in the process (tech, marketing, etc.), debrief them.<br \/>\nThe more everyone is aligned, the more effective you&#8217;ll be in closing the sale.  <\/li>\n<li><strong>Keep track in your <a href=\"https:\/\/salesdorado.com\/en\/crm\/software-comparison-crm-b2b\/\" target=\"_blank\" rel=\"noopener\">CRM software<\/a><\/strong>.<br \/>\nLast but not least: record all this information in your CRM.<br \/>\nIt&#8217;ll be invaluable for follow-up, and will enable anyone in your team to pick up the file if need be.  <\/li>\n<\/ul>\n<p>  Now you know how to turn your mountain of notes into a commercial goldmine.<br \/>\nSo, are you ready to take action?   <\/p>\n<h2><span class=\"ez-toc-section\" id=\"tools-and-resources-to-optimize-business-discovery\"><\/span>Tools and resources to optimize Business Discovery<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>  Here&#8217;s an overview of the must-have tools and resources that can dramatically improve your performance during the sales discovery phase.  <\/p>\n<div class=\"overflow-x-scroll w-full\">\n<table class=\"table-auto w-full\">\n<thead class=\"bg-gold-500\">\n<tr class=\"text-sm\">\n<th class=\"p-2 border border-slate-600\">Resource &amp; Tool<\/th>\n<th class=\"p-2 border border-slate-600\">Description<\/th>\n<\/tr>\n<\/thead>\n<tbody class=\"bg-white\">\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>CRM software<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">The heart of your sales arsenal.<br \/>\nSolutions such as <a href=\"https:\/\/salesdorado.com\/en\/crm\/salesforce-review\/\">Salesforce<\/a>, <a href=\"https:\/\/salesdorado.com\/en\/crm\/crm-software\/hubspot-crm-review\/\">HubSpot<\/a> or <a href=\"https:\/\/salesdorado.com\/en\/crm\/pipedrive-review\/\">Pipedrive<\/a> enable you to centralize all your prospect and customer information.<br \/>\nYou can log every interaction, note key discovery information and track the progress of your opportunities.<br \/>\nA good CRM gives you an overview of your pipeline and helps you leave nothing to chance.<br \/>\nIt&#8217;s a salesperson&#8217;s basic tool.    <\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Intelligent note-taking tools<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">Evernote, <a href=\"https:\/\/salesdorado.com\/en\/automation\/project-management-software\/notice-notion\/\">Notion<\/a> or <a href=\"https:\/\/www.onenote.com\/\" target=\"_blank\" rel=\"noopener\">OneNote<\/a> are transforming the way you capture and organize information during your discoveries.<br \/>\nThese tools let you structure your notes, integrate multimedia elements and synchronize them with your CRM.<br \/>\nNo more illegible notes on a napkin!<br \/>\nOn this subject, read our article:<a href=\"https:\/\/salesdorado.com\/en\/automation\/alternatives-evernote\/\">&#8220;Top 12 alternatives to Evernote<\/a>&#8220;.   <\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><a href=\"https:\/\/salesdorado.com\/en\/revenue-operations\/best-videoconference-tools\/\"><strong>Video conferencing software<\/strong><\/a><\/td>\n<td class=\"p-2 border border-slate-600\"><a href=\"https:\/\/zoom.us\/fr\/\" target=\"_blank\" rel=\"noopener\">Zoom<\/a>, <a href=\"https:\/\/www.microsoft.com\/fr-fr\/microsoft-teams\/\" target=\"_blank\" rel=\"noopener\">Microsoft Teams<\/a> or <a href=\"https:\/\/meet.google.com\/\" target=\"_blank\" rel=\"noopener\">Google Meet<\/a> have become indispensable for remote discovery.<br \/>\nA word of advice: choose a solution that allows you to record calls: being able to review your meeting gives you a second chance to capture details you might have missed at the time.<br \/>\nIn parallel, you can use a meeting summary tool to access reports of your visios.<br \/>\nThere are lots of them out there, and I particularly recommend <a href=\"https:\/\/app.fireflies.ai\/\" target=\"_blank\" rel=\"noopener\">Fireflies<\/a>.   <\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Voice analysis tools<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">Solutions like <a href=\"https:\/\/www.gong.io\/fr\/\" target=\"_blank\" rel=\"noopener\">Gong.io<\/a> or <a href=\"https:\/\/www.zoominfo.com\/products\/chorus\" target=\"_blank\" rel=\"noopener\">Chorus.ai<\/a> analyze your discovery calls to provide valuable insights.<br \/>\nThey can measure your speaking time, identify the keywords used and even suggest areas for improvement.<br \/>\nIt&#8217;s like having a personal coach analyze your every performance.  <\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>B2B databases<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\"><a href=\"https:\/\/www.zoominfo.com\/\" target=\"_blank\" rel=\"noopener\">ZoomInfo<\/a> or <a href=\"https:\/\/business.linkedin.com\/fr-fr\/sales-solutions\/sales-navigator\" target=\"_blank\" rel=\"noopener\">LinkedIn Sales Navigator<\/a> give you access to a wealth of information about your prospects even before your first contact.<br \/>\nThese tools enable you to arrive prepared for your discoveries, with an in-depth understanding of the company, its sector and the challenges it may face. <\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Interactive questionnaires<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">Tools such as <a href=\"https:\/\/www.typeform.com\/\" target=\"_blank\" rel=\"noopener\">Typeform<\/a> or <a href=\"https:\/\/fr.surveymonkey.com\/\" target=\"_blank\" rel=\"noopener\">SurveyMonkey<\/a> enable you to create interactive and engaging discovery questionnaires.<br \/>\nIdeal for a first approach or to supplement your information between appointments, these questionnaires can help you collect valuable data systematically and efficiently. <\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Mind Mapping tools<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\"><a href=\"https:\/\/www.mindmeister.com\/fr\" target=\"_blank\" rel=\"noopener\">MindMeister<\/a> or <a href=\"https:\/\/xmind.app\/fr\/\" target=\"_blank\" rel=\"noopener\">XMind<\/a> help you visualize and organize all the information you&#8217;ve gathered during your discoveries.<br \/>\nThese tools are handy for making links between your prospect&#8217;s different needs and for getting a clear overview of his or her situation.<br \/>\nThey can also be used collaboratively during your interviews.  <\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<p><figure id=\"attachment_58017\" aria-describedby=\"caption-attachment-58017\" style=\"width: 1440px\" class=\"wp-caption aligncenter\"><img decoding=\"async\" class=\"wp-image-58017 size-full\" src=\"\/wp-content\/uploads\/2024\/08\/decouverte-commerciale-mind-mapping.png\" alt=\"commercial discovery mind mapping\" width=\"1440\" height=\"810\" srcset=\"https:\/\/salesdorado.com\/wp-content\/uploads\/2024\/08\/decouverte-commerciale-mind-mapping.png 1440w, https:\/\/salesdorado.com\/wp-content\/uploads\/2024\/08\/decouverte-commerciale-mind-mapping-300x169.png 300w, https:\/\/salesdorado.com\/wp-content\/uploads\/2024\/08\/decouverte-commerciale-mind-mapping-1024x576.png 1024w, https:\/\/salesdorado.com\/wp-content\/uploads\/2024\/08\/decouverte-commerciale-mind-mapping-768x432.png 768w\" sizes=\"(max-width: 1440px) 100vw, 1440px\" \/><figcaption id=\"caption-attachment-58017\" class=\"wp-caption-text\">Example of Mind Mapping.<\/figcaption><\/figure>  Let&#8217;s be clear, these tools will never replace your active listening skills and commercial intuition.<br \/>\nHowever, used wisely, they can really improve the quality and effectiveness of your commercial discoveries.<br \/>\nRemember, the best technology in the world is worthless without a solid strategy and a sincere desire to understand and help your prospects.    <\/p>\n<h2><span class=\"ez-toc-section\" id=\"measure-the-effectiveness-of-your-commercial-discoveries\"><\/span>Measure the effectiveness of your commercial discoveries<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>  So, you&#8217;re leading your discoveries like a boss.<br \/>\nBut how do you know how effective you really are?<br \/>\nThat&#8217;s where measurement comes in.<br \/>\nAnd no, it&#8217;s not just a boring trick to keep your boss happy.<br \/>\nHere&#8217;s a list of the main indicators to scrutinize (the famous KPIs) to measure the performance of your commercial discovery:      <\/p>\n<ul>\n<li><strong>Discovery conversion rate &gt; proposal<\/strong>.<br \/>\nIt&#8217;s basic, but it doesn&#8217;t lie.<br \/>\nOut of 10 discoveries, how many turn into concrete proposals?<br \/>\nIf it&#8217;s less than 5, there may be a problem somewhere.   <\/li>\n<li><strong>Conversion rate: &gt; sales<\/strong>.<br \/>\nA little further down the tunnel.<br \/>\nThis KPI is even more revealing: if your proposals don&#8217;t turn into sales, it may be that your discovery wasn&#8217;t all that solid.  <\/li>\n<li><strong>Average length of discovery phases<\/strong>.<br \/>\nToo short, and you may miss crucial information.<br \/>\nToo long, and you risk boring your prospect.<br \/>\nFind the right balance.   <\/li>\n<li><strong>Number of needs identified per discovery<\/strong>.<br \/>\nThe more relevant needs you identify, the greater your chances of closing the sale.<br \/>\nIt&#8217;s a good exercise.<br \/>\nAim for at least 3 clear needs per discovery.   <\/li>\n<li><strong>Qualification score<\/strong>.<br \/>\nA good practice is to create a scoring system to evaluate the quality of your leads after discovery.<br \/>\nChoose the right criteria.<br \/>\nBudget, Authority, Need, Timing (BANT), you know the drill.   <\/li>\n<li><strong>Prospect feedback<\/strong>.<br \/>\nReally, dare to ask your prospects what they thought of your discovery.<br \/>\nFeedback may not always please, but it&#8217;s always highly instructive.  <\/li>\n<li><strong>Surprise&#8221; rate during the closing phase<\/strong>.<br \/>\nHow often do you hear &#8220;Ah, but I didn&#8217;t know that&#8230;&#8221; at the moment of closing?<br \/>\nIf it&#8217;s too frequent, your discovery has holes.  <\/li>\n<li><strong>Time between discovery and sale<\/strong>.<br \/>\nThe shorter this time, the more effective your discovery was probably.<br \/>\nIf it takes too long, something&#8217;s wrong.  <\/li>\n<\/ul>\n<p>  And remember: measuring is good, acting is better.<br \/>\nUse these metrics to constantly improve.<br \/>\nThere&#8217;s no such thing as a perfect discovery, but you can always come close.    <\/p>\n<h2><span class=\"ez-toc-section\" id=\"conclusion\"><\/span>Conclusion<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>  You&#8217;re there!<br \/>\nYou now have all the tools you need to turn your sales discoveries into real conversion machines.<br \/>\nFrom preparation to analysis, questioning techniques and mistakes to avoid, you&#8217;ve got everything you need to shine.<br \/>\nRemember, sales discovery isn&#8217;t just a mandatory step, it&#8217;s THE key moment that can turn a simple contact into a successful sale.<br \/>\nIt&#8217;s where you lay the foundations of your customer relationship, demonstrate your added value, and set yourself apart from the competition.<br \/>\nSo now it&#8217;s up to you!<br \/>\nPut these tips into practice, test these tools, measure your performance.<br \/>\nAnd above all, never forget: good sales discovery is 20% technique and 80% active listening and empathy.<br \/>\nYour aim is not to sell at any price, but to really understand your prospect&#8217;s needs and provide real added value.          <\/p>\n<div class=\"blocTips success-light\">\n<p><i class=\"fa fa-book\"><\/i><span class=\"title is-5\">Going further<\/span><\/p>\n<ul>\n<li><a href=\"https:\/\/salesdorado.com\/en\/revenue-operations\/examples-of-business-proposals\/\">11 Examples of business proposals<\/a><\/li>\n<li><a href=\"https:\/\/salesdorado.com\/en\/hiring\/design-compensation-plan\/\"><\/a><a href=\"https:\/\/salesdorado.com\/en\/hiring\/design-compensation-plan\/\">How to calculate your salespeople&#8217;s bonuses<\/a><\/li>\n<li><a href=\"https:\/\/salesdorado.com\/en\/hiring\/\"><\/a><a href=\"https:\/\/salesdorado.com\/en\/hiring\/\">Sales Recruitment: The 5-Step Guide<\/a><\/li>\n<\/ul>\n<\/div>\n<div style=\"display: none;\"\n    class=\"kk-star-ratings kksr-valign-bottom kksr-align-center \"\n    data-id=\"58027\"\n    data-slug=\"\">\n    <div class=\"kksr-stars\">\n    <div class=\"kksr-stars-inactive\">\n            <div class=\"kksr-star\" data-star=\"1\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"2\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"3\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"4\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"5\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n    <\/div>\n    <div class=\"kksr-stars-active\" style=\"width: 0px;\">\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n    <\/div>\n<\/div>\n    <div class=\"kksr-legend\">\n            <span class=\"kksr-muted\">Qu'avez-vous pens\u00e9 de cet article?<\/span>\n    <\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Looking to improve your sales techniques? You&#8217;re right to take an interest in sales discovery. [&hellip;]<\/p>\n","protected":false},"author":49,"featured_media":58012,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[279,285,276,282,273,288,303],"tags":[],"class_list":["post-58027","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-cold-calling","category-cold-email","category-linkedin-outreach","category-outbound-sales","category-revenue-operations","category-sales-qualification","category-sales-strategy"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>The Secrets of a Successful Business Discovery | Complete Guide<\/title>\n<meta name=\"description\" content=\"This guide to Business Discovery gives you all the tips you need to understand your prospects&#039; needs and close more deals.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/salesdorado.com\/en\/sales-qualification\/commercial-discovery\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The Secrets of a Successful Business Discovery | Complete Guide\" \/>\n<meta property=\"og:description\" content=\"This guide to Business Discovery gives you all the tips you need to understand your prospects&#039; needs and close more deals.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/salesdorado.com\/en\/sales-qualification\/commercial-discovery\/\" \/>\n<meta property=\"og:site_name\" content=\"Salesdorado\" \/>\n<meta property=\"article:published_time\" content=\"2024-08-13T15:29:08+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/salesdorado.com\/wp-content\/uploads\/2024\/08\/decouverte-commerciale.png\" \/>\n\t<meta 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