Disturbingly, hundreds of vendors still plod unproductively down this pathway. It appears to be driven by vendors’ urge to show and tell rather than ask and listen.
The results are as one might expect: prolonged sales cycles, frustrated prospects, multiple demos, unnecessary POCs and POVs, poor solution “fit,” and losses to No Decision and to competitors who do a better job in discovery.
Remember: The vendor who is perceived by the prospect as doing a superior job in discovery is in a competitively advantageous position.
Hospital Analogy: Imagine arriving at a hospital after suffering a bicycling accident: You’re bleeding, in pain, and concerned about broken bones. A doctor asks, “Where does it hurt?” After your brief response (“Everywhere…!”) they take you on a tour of the hospital, pointing out the wonderful equipment, staff, supplies, systems, and services available…
Solution? Put your offerings and your company “behind your back” in a virtual sense and engage in a fruitful, mutually beneficial discovery conversation. Then you’ll able to present a crisp, focused Technical Proof Demo that may eliminate the need for any further proof!
This is #7 from The Dirty Dozen of Discovery Don’ts – you can find all twelve here! https://lnkd.in/evUnp8YV
You can find the full set of DO’s and DON’Ts in Doing Discovery:
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