A sales representative is engaging in a discovery conversation with a prospect. Which approach should the sales rep take during this conversation?

Asking open-ended questions to understand the prospect’s challenges and goals is the approach that

the sales rep should take during a discovery conversation with a prospect. A discovery conversation is

a conversation thathelps to uncover information about the prospect’s situation, needs, pain points,

and objectives. Asking open-ended questions is an effective way to elicit detailed and meaningful

responses from the prospect, as well as to show interest and empathy for their challenges and goals.