Qualification vs Discovery: What’s the Difference?

Qualification is done for the vendor’s benefit only;

Discovery is done for the benefit of both parties.

 

Qualification is about establishing boundaries;

Discovery is about broad exploration.

 

Qualification is mostly limited to closed probes with “Yes” or “No” answers;

Discovery expands investigation through open probes, yielding detail and nuance.

 

Qualification provides zero value to the prospect;

Discovery provides value to both parties.

 

Qualification is an interrogation;

Discovery is a bidirectional conversation.

 

BANT is an example of qualification:

Is there a budget? 

Are you the decision-maker?

Do you have a defined set of needs?

Do you have a timeline?

 

The Doing Discovery methodology is a highly successful example of discovery, embracing:

Opening

•       About you

•       Demographics

•       Company

•       Team

•       Workflows/processes

Environment

•       Physical

•       Technical/Infrastructural

•       Know-how

Major Pain

•       Workflow Analysis

•       Do well

•       Do better

•       Quantify

•       Vision Generation and Reengineering

•       Specific Capabilities

Extended Environment

•       Adjacent

•       Impacted

Related Pain(s)

•       Do well

•       Do better

•       Quantify

•       Vision Generation and Reengineering

•       Specific Capabilities

Culture

•       Uniqueness

•       Implementation

•       Adoption

Wrap-up

•       Getting worse, Do nothing

•       Timing – VREs

•       Drivers (CBIs)

•       Final open-ended 

•       Mutual action plan

 

Pro tip: For complex solutions, buyers want to be discovered.

 

And here’s how!

 

The ground-breaking Doing Discovery book:

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

 

The upcoming Doing Discovery Semi-Private Workshop 

(June 3-5):

https://your.greatdemo.com/course/doing-discovery-ilt