In transactional sales processes, where orders are relatively small and cycle time is rapid, doing Discovery can be challenging – but is still critical!
Uniqueness – A Terrific Discovery Question for Highly Transactional Sales Read More »
When doing Discovery, consider using both types of questions – “Diagnostic”, simply seeking to understand the prospect’s situation, and “Biased”, seeking to move or change the prospect’s thinking.
Discovery Questioning Skills – Doctors vs. Lawyers Read More »
If you are looking to displace an existing system (competitor or customer-built), a wonderful approach is to ask for a “Reverse Demo”.
The Reverse Demo: Before I demo to you – why don’t you demo to me? Read More »
Prospect asks, “Can your software do xxx?”
Vendor replies, “Yes, absolutely.”
I can’t tell you how many things that brief conversation has occurred – without any follow-up questions from the vendor…! What’s missing? Asking, “Why?”
Doing Discovery – The Importance of “Why” Questions Read More »
“We brought back the Demo Guru, Peter Cohan, back for another session. Last time Peter blew our minds and completely changed our approach to speaker switches (76 seconds, come on!). We talked about how in this session. What about discovery though?
Digital Wildcatters’ “Tripping Over the Barrel” Series – Podcast Available Now Read More »
“I hate to break it to you, but your discovery calls might actually be hurting your sales…”
Why Your Discovery Calls Are Hurting Your Sales Read More »
Prospects that are “Just Browsing” are underserved in traditional sales approaches yet consume valuable and expensive presales resources.
Ignition Demos – A Rather Huge Unmet Need and Opportunity Read More »
Once upon a time, there was a software company, with a Good Little Salesperson.
The Million Dollar Demo and the Good Little Salesperson Read More »
Wouldn’t it be great to start the interaction with your customers with a conversation – or a substantial Discovery discussion – before offering a live demo?
Far too often, prospects demand, “Just show me a demo…” when we know the correct approach is to invest, mutually, in a substantive Discovery conversation. But how do we convince prospects to make this change?
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