How Much Discovery Is Enough?

 

Vendors constantly struggle to answer this question – so let’s address it!

 

How much discovery is enough? Is it…

 

When you have a qualified Lead?

 

When you have completed a list of questions? How many?

 

10 questions?

20 questions?

50 questions?

 

When you’ve done thirty minutes per person? One hour per person?

 

When you have a clear definition of “Pain”?

 

None of these are sufficient!

 

Here’s a practical measure – you have done enough discovery when two criteria have been met:

 

1.     When you, the vendor, have sufficient information to confidently and clearly propose a precise solution;

 

AND

 

2.     When your prospect is confident that you have a sufficient understanding of their situation to be able to confidently and clearly propose a precise solution.

 

Both conditions need to be satisfied!

 

(And here’s how to accomplish this:

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