Do you think paralysis by analysis is more likely to win or lose you deals?
iโve seen both sides of the coin
most reps lack in discovery
some donโt know when to stop
Kanyebut4sales
๐จ Too much discovery?!
2
Discovery is really important but you need to know your audience. I have found the C- Suite doesn't want to spend an hour answering questions about their business but would rather hear what they don't know (the problem you are solving, changes in their industry, etc.)
bring them something to think about- sell the idea
In my experience, most people can afford to be a lot more bullish when it comes to probing for relevant info and context during the discovery call.
I think you should always be discovering because the more information you have, the better. I've found the best reps are never scared to ask an uncomfortable question because most of the time the prospect just answers.ย
Being the best reps that means they also close the most so I'd say more discovery = more closing. Depends on what type of shiny ware you're hawking though.
Being the best reps that means they also close the most so I'd say more discovery = more closing. Depends on what type of shiny ware you're hawking though.
know your audience, you really need to be in tune with "what do the people I am talking to care about". Discovery is about playing with that the opponent gives you a bitย
Discovery is key! Having your facts together when you have your first meeting with the C Suite makes you stand out and shows your worth.
Know your audience, but you can do a longer discovery if you are able to build value and show that you are listening throughout the process.
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