There’s a feeling you get, doing discovery, when everything is clicking.
Your prospect is engaged, empathy is aligned, it’s a real conversation.
Your questions drive authentic insights for both you and your prospect.
Both of you are learning valuable information and exchanging ideas.
Your curiosity is infectious. Your quid pro quos resonate.
You’ve explored relevant demographics.
You’ve discussed your prospect’s pain, not just at the surface, but deeply.
You’ve inquired about the impact of that pain, upstream, downstream, and adjacent to your prospect’s immediate team.
You’ve uncovered numerous individual value elements, and annualizing them yields large, meaningful numbers.
You’ve reengineered your prospect’s vision of a solution, generating a strong bias towards your offering’s capabilities.
You’ve examined related pains, along with their impact and value.
You’ve explored key elements of your prospect’s business culture, including their implementation and adoption histories of other products.
And you’ve generated, with your prospect, a Mutual Action Plan that maps delightfully to their buying process.
Now you’ve become a real partner to your prospect, a trusted advisor.
This is what happens when discovery is going well – congratulations!
And if you are unfamiliar with any of the items above, here are two resources for you:
The Doing Discovery Book:
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
Doing Discovery Workshops:
No comments:
Post a Comment