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Discovery Effectiveness and Product “Fit”
Discovery is a simultaneous exploration of prospect “fit” on the part of the vendor and solution “fit” on the part of the prospect. Good
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Doing Discovery
“Oh, good question…!”
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
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Discovery Don’t BONUS! Don’t Encourage Your Prospect to Go Off Script
“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
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Discovery Don’t #12 Ignore Poor Solution “Fit” and Proceed with the Sale
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
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Discovery Don’t #11 Don’t Explore Cultural Attributes
Most vendors’ discovery questions focus on uncovering and understanding “pain,” and a few examine impact and tangible value. But it is the rare vendor
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The Reverse Demo: A Fabulous Discovery Method!
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.”
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Discovery Don’t #10 Don’t Align Discovery with Job Title
A salesperson colleague shared a sad story that offered a great lesson: Discovery questions and topics need to align with your prospect players’ job
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Discovery Don’t #9 Ignore Key Elements to Avoid No Decision Outcomes
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
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Discovery Don’t #9 Ignore Key Elements to Avoid No Decision Outcomes
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
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Discovery Don’t #8 Don’t Communicate Discovery Info Throughout the Team
As a prospect, imagine investing several hours in discovery discussions with a vendor, only to have the vendor ignore the information you provided. Instead,
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