Discovery is the root of all sales failure

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?



๐Ÿ‘‘ Sales Strategy
๐Ÿ“ˆ Closing
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7
GlenRoss
Politicker
4
Account Executive
I ran into this last year when I wanted to focus on โ€œclosingโ€ but luckily my manager pointed out that I needed the most work in discovery and identifying/quantifying the pain. Made a huge impact
MrMotivation
Politicker
3
Sales
Discovery is the most important part of the sales process and if anyone says differently then you shouldn't be taking advice from them. The more discovery calls the better. 3 deep with every question, and the goal with every question is aligning the prospects' main business issue to your solution.ย 
LordBusiness
Politicker
1
Chief Revenue Officer
Great post @saleshuman. So many leaders and teams spend SO MUCH time practicing and focusing on the demo/pitch part of the call and its just WRONG.ย  If you know (like truly know) the why behind the want for your prospect the demo part of the call should take about 15 seconds (showcasing how you solve specifically for that why).ย  ย Most Demo's in the space right now sound like a shitty waiter reading the specials.ย  "and we have this feature, and we have this feature " -- Asking quesitons/discovery is a SKILL, it can be practiced, it can be repped, it can be perfected - do it!ย ย 
CuriousFox
WR Officer
0
๐ŸฆŠ
I absolutely agree.
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Most important part of the sales process?

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Most important part of the process
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What are some good discovery questions to ask to identify the business impact of your solution?

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12

Most Important Part of the Sales Process!

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Sales Process!
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