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5 Main Areas of Discovery

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5 Main Areas of Discovery

1. Initial Contact
2. Finding their clients' biggest point of concern, their "pain points"
3. Demo Discovery
4. Subscription Discovery
5. Close Discovery

Routing Steps for Discount Approval Levels

Rep -> Manager -> Director -> VP -> CRO

What organizations get an automatic 10% discount no matter what?

SLED and Non-Profits/IRS approved 501(c)(3)

What are the discounts you can offer, and how much, without needing manager approval?

1. Discounts up to 15% (Not including SLED nonprofit discount) OR free upgrades from one level to another (Silv->Gold, Gold->Plat).

2. FREE matching Home Internet Security Course

What kind of discounts must a rep get approval on from their manager?

1. Discounts up to 20% (not including the added SLED Nonprofit discount AND their partner discount). This includes upgrades equalling up to 20% off

2. Up to 1 month free

3. Net 60 payment terms