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What do most vendors miss when doing discovery?
Uncovering value!
And without capturing and communicating tangible value, you really can’t call it discovery.
This is a enorme differentiator between average and superior performance…
Nivel 4
At Level 4, customer-facing vendor reps cuantifique el dolor, utilizando los propios números del cliente potencial. Por ejemplo:
El vendedor dice: "Usted señaló que se tarda mucho en hacer estos informes, ¿cuánto se tarda hoy?".
El cliente potencial responde: "Oh, tarda una semana - 5 días laborables...".
El vendedor pregunta: "¿Cuánto tiempo le gustaría que tardara -o necesitaría que tardara- para sentir que ha abordado realmente este problema?".
El cliente potencial responde: "Bueno, si pudiéramos hacer esto con precisión en medio día, sería estupendo...".
Ahora tenemos un Delta of value: The difference between the prospect’s current state and their desired future state of 4.5 days. Our vendor should further explore this by asking how often the reports are generated, how often errors occur (and what happens when they do) and how much time is consumed by the team creating these reports.
Las respuestas a estas preguntas podrían dar lugar al siguiente intercambio:
Vendor summarizes, “So, if I understand correctly, generating these reports is currently consuming nearly 1.5 FTEs annually, and taking 4½ days longer than you want. In addition, you said it is causing low internal NPS numbers for you and your team.”
El cliente potencial responde: "Así es, y hasta ahora no había interiorizado el coste total de este problema...".
Level 4 discovery skills are all about uncovering valor.
Wondering about Levels 5 – 7? See the full article here!
https://greatdemo.com/assessing-discovery-skill-levels-how-does-your-team-rate/
Want to take action and improve your discovery skills?
Books:
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
Or take advantage of the upcoming Public Workshops!