Whenever there is a stuck deal, my mind immediately turns to what we don't know about the prospect's situation. In my experience, most reps aren't really committed to exercising the curiosity necessary to really figure out whether there's a buying opportunity, and "Discovery" is thought of as a discrete step in a serial sales process, versus a tactic that you deploy at every opportunity to speak with the customer through the entire funnel. Even the idea of "closing skills" is bizarre to me because closing a deal is inextricably linked to how you figured out why the prospect has a risk/opportunity in their business that your product can solve.
Why don't we emphasize curiosity more significantly as the primary skill a successful modern seller needs?
5 comments