Mothy

Account Executive

Valued Contributor

Discovering a brick wall

Hey hey,

A couple weeks into carrying a bag again, and I feel like my brain has forgotten how to do effective discovery somewhat. An issue I ran into yesterday is the prospect was very short with answers to all of my questions. Still got the demo scheduled and was able to move them forward in the pipe, but it made me feel really uncomfortable because I wasn't getting as in depth answers as I would have liked, even after asking for elaboration.

I might be overthinking because the problems they are trying to solve are pretty straightforward, and I want them to be more complex for whatever reason, but the question stands: How do you get someone to open up and give more in depth answers to your discovery questions?

Edit: After reading the Academy article, might have gotten a touch pitch happy, but that was the only place I could think to pivot when the answers I got were 3-4 words when they could have been 3-4 sentences.

☑️ Qualification Calls

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23 comments

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braintank

Politicker

9

Enterprise Account Executive

TED
Tell me...
Explain...
Describe...

antiASKHOLE

Tycoon

5

Bravado's Resident Asshole

.

oldcloser

Arsonist

6

💀

You know that magic moment when you see the prospect's light come on? The audible gasp that comes with pure revelation? The knowledge that you've now established yourself as the ONLY way forward for his business? The victory just so freaking tangible that you want to tell your parents what you just did? When you just achieved full white knight status with the client?

Yeah, so you didn't get that this time. Prospects are trending to becoming pitch adverse. They know the drill. Like... ok fucker, I took your call. I gave your BDR 15 minutes. I'm here for the discovery... and don't you bastards have a nick name for this? Disco? Yeah, well, I'm not dancing with you... sales pig. What do you want to know? My pain points? You! You're my pain point. Now go ahead with the dumb questions. Also, did you bring lunch?

My gut level read on this? You probably missed something. Usually we do, no? You've really got to dig hard pre-call to find the crumbs that will lead you to the path that leads to pain. "So, what's working and what isn't" just doesn't show a qualified consultant. But you know this already.

Sounds like a case of experienced opinion happening on this one. You know it wasn't your best, but you're still in the ring. Keep digging. Always be digging. Go get this deal!

CuriousFox

WR Officer

3

🦊

💯🔥

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

I come here for these vivid, descriptive explanations.

BTQ

Politicker

4

Account Manager

We’re you asking open ended questions?

Mothy

Politicker

3

Account Executive

Very much so. Dude was just not talkative whatsoever.

BTQ

Politicker

4

Account Manager

I'm gonna send some smoke signals to the old guy and see what he thinks about this @oldcloser

oldcloser

Arsonist

1

💀

replied - currently at the bottom of the heap :)

Pachacuti

Politicker

4

They call me Daddy, Sales Daddy

Do you literally script out your demo & discovery? I have found that VERY helpful over the years. And when I say literally, I mean writing/typing out "Hi my name is X with Y company..."

Writing out a couple dozen open ended questions, interspersed throughout the conversation, coupled with the appropriate follow up questions (ie "can you elaborate more on that...?") is also smart.

And some people you just won't connect with no matter how "Rico Suave" you are.

Mothy

Politicker

3

Account Executive

This is probably the move. I script out my prospecting, so thinking about it now, it's probably foolish not to script out discovery.

Pachacuti

Politicker

2

They call me Daddy, Sales Daddy

IMO, its worth the time to script it out so at least you can visualize the journey and the outcomes you want to happen

HVACexpert

Politicker

2

sales engineer

I mean did they answer your question? Does it require more elaboration?

I am guilty as well of trying to read between the lines or trying to sense concern , when in fact it might not be there. The person could haven distracted, reading an email, texting, etc.

Be glad you got the Demo and move on

jefe

Arsonist

3

🍁

I think there's truth to this, and he should move on for this one - some issues are straightforward and some people just aren't chatty.
But that being said, it's really good to be aware of this as a potential issue and get ahead of it. So good on you for being self aware and posting, @Mothy

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

Exactly. Some people just don't have the conversation gene. Suggest with those folks that you take their lead and be no nonsense.

2

Retired Sales Professional

When they said,"looking to improve digital experience" that is very vague. I see you ask them," how they are looking to improve." Maybe asking, "can you run me through their experience with digital now and what are you looking for them to experience?"

Kosta_Konfucius

Politicker

2

Sales Rep

Some people do not elaborate as much, its just their personality. Have 2nd and 3rd questions be prepared based on a short answer, but it seems like you did a good job based on setting next steps

1

Retired Sales Professional

What were some of the questions you were asking?

Mothy

Politicker

2

Account Executive

It was an inbound, so started off by asking what prompted them to reach out, and gave a couple of suggestions.

They said they reached out because theyre looking at ways to improve the digital experience for their students.

Asked what that looks like currently, and how they are looking to improve it.

Asked if there were any other goals they had in mind that might be related to the project.

They said they werent sure, so I provided a menu of things we typically solve for at other institutions, and then started pitching a little bit.

Call was only about 25 minutes.

Like @HVACexpert mentioned, I think I am probably reading too deep into it.

Revenue_Rambo

Politicker

0

Director, Revenue Enablement

I’m wondering the same thing. You say you’re asking open ended. Roll us the first 3 questions you asked on that call.

GDO

Politicker

1

BDM

I also need a few days to get back into it after having pto

Diablo

Politicker

1

Sr. AE

Sometime it’s good to overthink. As your already have next steps already , you have an opportunity to rectify things that you think didn’t go well.

Maximas

Tycoon

0

Senior Sales Executive

Open ended questions would be my plan A..I would assume the answer if they don't give to me straightforward to have a simple yes or no!

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