Seven Levels of Discovery Skills: What’s YOUR Level of Practice?

• Level 1: Uncovers statements of pain
• Level 2: Uncovers pain and explores more deeply
• Level 3: Uncovers pain, explores deeply, broadens the pain and investigates the impact
• Level 4: Uncovers pain, explores and broadens, investigates impact and quantifies
• Level 5: Uncovers pain, explores and broadens, investigates impact, quantifies and reengineers vision
• Level 6: Applies these skills to the broad range of prospects represented across the Technology Adoption Curve, “burn victims”, disruptive and new product categories, transactional sales cycles, and other scenarios
• Level 7: Integrates and aligns the skills above into a cohesive discovery methodology.

Most folks are at Level 1 or 2 (when honestly assessed). This leaves a lot of room for improvement!

Why get better at discovery? Oh, hundreds of reasons, but here’s a compelling one: The vendor perceived by the prospect as doing a superior job of discovery is in a competitively advantageous position (regardless of product strengths)!

https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/