This element of discovery results in deal expansion: Level 5 is all about Vision Reengineering.
Prospects don’t know what they don’t know…!
Frequently, prospects are unaware of what is possible with your offerings. Their understanding is limited to the information that you have made publicly available, which is almost certainly a subset of what your product(s) can do!
For example, in a discovery conversation the vendor asks the prospect to describe or share an example of a report currently in use. After viewing the report, the vendor realizes that it is lacking certain capabilities or possibilities, and explores these with the prospect:
Vendor notes, “It looks like you have a good basic view of the what’s working and what’s not in these reports, but they are static, if I understand correctly. Would it be useful or interesting to be able to drill down to find the root causes, right from the report?”
Prospect responds, “Wow, yes that would be terrific – that would save a lot of time…!” (How much time savings should then also be explored here.)
Our vendor has now proposed an improved version of the report, and the prospect has agreed this would be better. This is one example of Vision Reengineering: Going beyond your prospect’s initial vision of a solution.
The ability to execute this kind of Vision Reengineering is a Level 5 skill.
But wait, there’s more!
Level 5 with a Differentiating Twist
Vision Reengineering is also an opportunity to outflank competition.
Continuing the conversation, our vendor realizes that they have a relevant capability that is not matched by the competition and introduces it using a Biased Question:
Vendor notes, “Many of our other customers, in similar situations to what you’ve described so far, found it very useful to have these reports sent automatically to the consumers via an email link – but only when there was a problem to be addressed. Our customers report that they didn’t waste time accessing reports when there were no issues – in some cases, they reported saving several hours every week. Is this a capability you’d also like to have?”
Prospect answers, “Wow – yes, that would be really helpful for us as well…!”
Vendor offers, “Great – let’s plan to include it in the demo…”
Here, our vendor rep has introduced the alert-based capability – a key differentiator – and turned it into a Specific Capability that the prospect wants in their solution.
Folks operating at Level 5 not only reengineer vision but also outflank their competition.
Wondering about the other Levels? See the full article here!
https://greatdemo.com/assessing-discovery-skill-levels-how-does-your-team-rate/
Want to improve your discovery skills?
Books:
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
Upcoming Public Workshops!
No comments:
Post a Comment