Tuesday, January 14, 2025

Seven Levels of Discovery Skills: What’s YOUR Level of Practice?

 


-       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.

 

Most folks are at Level 1 or 2 (when honestly assessed). This leaves a lot of room for improvement!

 

Why get better at discovery? Oh, hundreds of reasons, but here’s a compelling one: The vendor perceived by the prospect as doing a superior job of discovery is in a competitively advantageous position (regardless of product strengths)!

 

https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/

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