Many sales and presales practitioners say they are skilled at doing discovery – but are they? Are you? Here’s a simple method to assess yourself or your team, based on seven levels of increasing proficiency:
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.
Level 1
When doing discovery, if you or your colleagues simply uncover “Pain” and go no further, then you and they are novices!
For example, your prospect offers, “Our current process is manual…” Many vendors leap to propose a solution at this point. Sadly, that’s what happens in far too many “discovery calls.”
Operating at Level 1 can barely be called “doing discovery”! It is clearly insufficient and results in losses to more competent vendors and No Decision outcomes.
Wondering about Levels 2 – 7? See the full article here!
https://greatdemo.com/assessing-discovery-skill-levels-how-does-your-team-rate/
Want to take action and improve your discovery skills?
Books:
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
Or take advantage of the upcoming Public Workshops!
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