{"id":25935,"date":"2021-02-22T10:36:05","date_gmt":"2021-02-22T18:36:05","guid":{"rendered":"https:\/\/greatdemo.com\/?p=25935"},"modified":"2023-01-27T22:40:58","modified_gmt":"2023-01-27T22:40:58","slug":"unicidad-una-pregunta-de-descubrimiento-fantastica-para-ventas-de-alta-transaccionalidad","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/uniqueness-a-terrific-discovery-question-for-highly-transactional-sales\/","title":{"rendered":"Singularidad: una excelente pregunta de descubrimiento para ventas altamente transaccionales"},"content":{"rendered":"<p><span style=\"font-size: 14px;\">In transactional sales processes, where orders are relatively small and cycle time is rapid, doing Discovery can be challenging \u2013 but is still critical!<\/span><\/p>\n<p><span style=\"color: #000000;\">You have limited time to gather sufficient information to enable you to propose a good solution for your prospect \u2013 and similarly time is short to ask enough questions so that your <em>prospect <\/em>feels that you have done enough diagnosis.<\/span><\/p>\n<p><span style=\"color: #000000;\">One simple way to accomplish this last item is to ask your prospect, \u201cTell me, what makes your organization unique?\u00a0 Are there any cultural or other attributes that differentiate you from others in your space?\u201d<\/span><\/p>\n<p><span style=\"color: #000000;\">The answer to this question can feed into your diagnosis, as well.\u00a0 Let\u2019s say your prospect responds, \u201cYes, we have a culture of constructive questioning \u2013 people are encouraged to challenge assumptions.\u201d\u00a0 You can reflect this information in your description of your offering later in the conversation, with \u201cOur dashboard enables your team to explore issues more deeply, which is in alignment with your constructive questioning culture\u2026\u201d<\/span><\/p>\n<p><span style=\"color: #000000;\">Additionally, your interrogation of the prospect\u2019s perceived uniqueness is a way to outflank your competition.\u00a0 If your competitor has limited their Discovery conversation to a traditional brief extent, such as simple BANT, you have gone far beyond this with your exploration of uniqueness..<\/span><\/p>\n<p><span style=\"color: #000000;\">The prospect will visualize you as a better fit (everything else being equal) because of the fact that you tapped into something very specific to the prospect\u2019s organization.<\/span><\/p>\n<p><span style=\"color: #000000;\">Very simple, very effective!<\/span><\/p>\n<p><span style=\"color: #000000;\">[Note that these uniqueness questions aren\u2019t limited to Discovery conversations for highly transactional sales processes \u2013 they are great Discovery questions in general\u2026]<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>En los procesos de ventas transaccionales, en los que los pedidos son relativamente peque\u00f1os y el tiempo de ciclo es r\u00e1pido, hacer Discovery puede ser un reto, pero sigue siendo fundamental.<\/p>","protected":false},"author":2,"featured_media":25936,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center 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