What do most vendors miss when doing discovery?
Uncovering value!
And without capturing and communicating tangible value, you really can’t call it discovery.
This is a huge differentiator between average and superior performance…
Level 4
At Level 4, customer-facing vendor reps quantify the pain, using the prospect’s own numbers. For example:
Vendor says, “You noted that it takes too long to get these reports done – how long is it taking today?”
Prospect responds, “Oh, it takes about a week – 5 working days…”
Vendor asks, “How long would you like it to take – or need it to take – to feel you’ve really addressed this problem?”
Prospect answers, “Well, if we could get these done accurately in a half a day, that would be terrific…!”
Now we have a tangible Delta of value: The difference between the prospect’s current state and their desired future state of 4.5 days. Our vendor should further explore this by asking how often the reports are generated, how often errors occur (and what happens when they do) and how much time is consumed by the team creating these reports.
The answers to these questions might result in the following exchange:
Vendor summarizes, “So, if I understand correctly, generating these reports is currently consuming nearly 1.5 FTEs annually, and taking 4½ days longer than you want. In addition, you said it is causing low internal NPS numbers for you and your team.”
Prospect responds, “That’s correct – and I hadn’t really internalized the full cost of this problem until now…!”
Level 4 discovery skills are all about uncovering value.
Wondering about Levels 5 – 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!
No comments:
Post a Comment