“If you do not know how to ask the right question, you discover nothing.” – W. Edwards Deming Here’s how to do discovery!
“If you do not know how to ask the right question, you discover nothing.” Read More »
Discovery is a simultaneous exploration of prospect “fit” on the part of the vendor and solution “fit” on the part of the prospect. Good
Discovery Effectiveness and Product “Fit” Read More »
When doing discovery, any time your prospect says, “Oh good question…!” it means you’re doing really well! Why? Because you’ve tapped a topic that
“Oh, good question…!” Read More »
“Well,” said the salesperson, “We’ve covered all the questions on the list. Thanks for your time…” The prospect had been contemplating revealing another, very
Discovery Don’t BONUS! Don’t Encourage Your Prospect to Go Off Script Read More »
Have you ever purchased shoes or clothes that didn’t fit? Most likely they saw more closet time than their colleagues! Poor product or solution
Discovery Don’t #12 Ignore Poor Solution “Fit” and Proceed with the Sale Read More »
Most vendors’ discovery questions focus on uncovering and understanding “pain,” and a few examine impact and tangible value. But it is the rare vendor
Discovery Don’t #11 Don’t Explore Cultural Attributes Read More »
If you are looking to displace an existing system (either a competitor or customer-built), a wonderful approach is to ask for a “Reverse Demo.”
The Reverse Demo: A Fabulous Discovery Method! Read More »
A salesperson colleague shared a sad story that offered a great lesson: Discovery questions and topics need to align with your prospect players’ job
Discovery Don’t #10 Don’t Align Discovery with Job Title Read More »
According to Gartner (and many others), No Decision outcomes (also known as “Do Nothing” or “Status Quo”) comprise forty-five percent of forecasted opportunities. For
Discovery Don’t #9 Ignore Key Elements to Avoid No Decision Outcomes Read More »
According to Gartner (and many others), No Decision outcomes (also known as “Do Nothing” or “Status Quo”) comprise forty-five percent of forecasted opportunities. For
Discovery Don’t #9 Ignore Key Elements to Avoid No Decision Outcomes Read More »
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