(Compare this one with the poor discovery call posted previously.)
But before you read further, examine the Gong recording – the call was ~55 minutes long.
What do you see?
First, the Talk:Listen ratio (Vendor:Prospect) is terrific at 34:66%.
(The blue-purple component is the vendor; the two red components are the prospect players.)
Next, note the number of speaker switches: It’s a real conversation!
Listening to the call, this vendor leveraged many of the skills in “Doing Discovery,” including using “Anything else?” to enable the prospect to expand on their situation. The vendor also explored the prospect’s culture, uncovering several key attributes that mapped to Value Realization Events. What a delight!
Additionally, the vendor provided several quid pro quo comments and information that made the call productive for the prospect, as well as the vendor.
And this vendor closed the call using one my favorite discovery questions, “Is there anything I haven’t asked that I should be asking?”
This discovery call was a thing of beauty!
Finally, and perhaps most importantly, the vendor in this discovery call won the business.
The vendor in the previous post did not!
So, is this a good discovery call? Yes, indeed!
Now: how do YOUR discovery calls compare?
This vendor rep was operating at Level 8 of the 10 levels of discovery skills. (There is always room for improvement…!)
Want to uplevel YOUR discovery skills? Here’s how:
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
Even better, take a Doing Discovery Workshop to
accelerate your skills learning and application!
https://greatdemo.com/training/workshops/doing-discovery/
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