Qualification is done for the vendor’s benefit sólo;

Discovery is done for the benefit of ambos partidos.

Qualification is about establishing boundaries;

Discovery is about broad exploration.

Qualification is mostly limited to closed probes with “Yes” or “No” answers;

Discovery expands investigation through open probes, yielding detail and nuance.

Qualification provides zero value to the prospect;

Discovery provides value to both parties.

Qualification is an interrogation;

Discovery is a bidirectional conversation.

BANT is an example of qualification:

Is there a budget?

Are you the decision-maker?

Do you have a defined set of needs?

Do you have a timeline?

The Doing Discovery methodology is a highly successful example of discovery, embracing:

Apertura

Medio ambiente

Dolor Mayor

Entorno ampliado

Dolores relacionados

Cultura

Resumen

Pro tip: For complex solutions, buyers desea to be discovered.

And here’s how!

The ground-breaking Doing Discovery book:

The upcoming Doing Discovery Semi-Private Workshop

(June 3-5):

Qualification vs Discovery: What’s the Difference?