Stop the Discovery Madness

What's the best way to make deals close at the end of the quarter? Do excellent discovery at the beginning of the quarter. Throw away your 28 question list and do these three things:

1. Define the problems your product solves.

Aim for three problems.

Each problem you define should make a case for action that leads to your product.

What is the problem?

Why is it serious?

What about the problem naturally leads to your product as the solution?

2. Create questions that go several layers deep on each problem.

Don't just find out if they have the problem. Find out how serious it is and what form it takes for them.

3. Continuously update your discovery

Present what you have learned so far.

Confirm if it's right.

If it is, learn more. If it's not, ask the prospect to point you in the right direction.

For more on discovery, check out this article.

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If you liked this article, have a look at our piece on Demos: Principles for Structure and Impact to see how to take the information you uncover in discovery and turn it into a persuasive software demonstration. You can also check out the P.S.I. Selling Content Page for more insights on sales communication, strategy, and leadership.

Want to build a sales process that proves value and a team that can execute? Get in touch.

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