A Simple Test for Discovery Skills: How Do You Rate?

Yes, really simple! Take a look at your Talk:Listen ratio:

45:55 – If you are here or better (less talking), congratulations! You are at the level found by Gong (and others) as the sweet spot for high performers.

 

55:45 – You could improve: Dig deeper! Explore impact, tangible value, related pains, culture, and vision reengineering.

 

65:35 (or worse) – You could definitely improve: This isn’t a discovery call anymore! If you are including a corporate overview or product preso in the call, stop it!

 

Take a quick look at your discovery call Talk:Listen ratios and see where you stand. And if you’d like to get better, read or listen to Doing Discovery or enroll in a Doing Discovery Workshop!