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This element of discovery results in deal expansion: Level 5 is all about Vision Reengineering.
Prospects don’t know what they don’t know…!
Frequently, prospects are unaware of what is posible with your offerings. Their understanding is limited to the information that you have made publicly available, which is almost certainly a subset of what your product(s) can do!
For example, in a discovery conversation the vendor asks the prospect to describe or share an example of a report currently in use. After viewing the report, the vendor realizes that it is lacking certain capabilities or possibilities, and explores these with the prospect:
Vendor notes, “It looks like you have a good basic view of the what’s working and what’s not in these reports, but they are static, if I understand correctly. Would it be useful or interesting to be able to drill down to find the root causes, right from the report?”
Prospect responds, “Wow, yes that would be terrific – that would save a lot of time…!” (How mucho time savings should then también be explored here.)
Our vendor has now proposed an improved version of the report, and the prospect has agreed this would be better. This is one example of Vision Reengineering: Going más allá de your prospect’s initial vision of a solution.
La capacidad de ejecutar este tipo de Reingeniería de Visión es una habilidad de Nivel 5.
Pero espera, ¡hay más!
Nivel 5 con un toque diferenciador
La reingeniería de la visión es también una oportunidad para flanquear a la competencia.
Continuing the conversation, our vendor realizes that they have a relevant capability that is not matched by the competition and introduces it using a Biased Question:
El vendedor señala: "Muchos de nuestros clientes, en situaciones similares a la que usted ha descrito hasta ahora, consideran muy útil que estos informes se envíen automáticamente a los consumidores a través de un enlace de correo electrónico - pero sólo when there was a problem to be addressed. Our customers report that they didn’t waste time accessing reports when there were no issues – in some cases, they reported saving several hours every week. Is this a capability you’d también te gustaría tener?"
El cliente potencial responde: "¡Vaya, sí, eso también sería muy útil para nosotros...!".
El vendedor ofrece: "Genial, planeemos incluirlo en la demo...".
Here, our vendor rep has introduced the alert-based capability – a key differentiator – and turned it into a Specific Capability that the prospect wants in their solution.
Folks operating at Level 5 not only reengineer vision but también outflank their competition.
Wondering about the other Levels? See the full article here!
https://greatdemo.com/assessing-discovery-skill-levels-how-does-your-team-rate/
Want to improve your discovery skills?
Books:
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
Upcoming Public Workshops!