Play #022 Don’t 💩 the 🛏️ In Discovery
Three Golden Rules to a Sound Discovery
Welcome to the Play #022 of the Sales Transformation Newsletter. Each week I will bring you one Sales play that is tested through scaling multiple 7-figure B2B businesses that you can put into action to scale your business.
I want to give you some simple things to nail your next discovery.
Because let me be honest, we have all 💩 the 🛏️ in discovery. I know I have more times than I would like to admit.
I just talked to a veteran enterprise seller, who had this happen this week.
There are three golden rules to a sound discovery, and I want to keep these super simple.
Rule #1 - Refrain from pitching your product
Now some of you might run a discovery/ demo combo, and let's not get into that debate.
So if that is the case, then the demo should be a simple high-level and saved to be done towards the end of the call.
The point of discovery is to see if there is a fit, and you do that by asking questions to see if there is a pain that you can solve, and they value solving.
Rule #2 - Know the impact of solving the pain
To know the impact of solving the problem, you need to know their metrics.
And understand their goals to align them to what you do.
This will help you build a strong business case that highlights the ROI.
Rule #3 - Identify how to get budget
You don’t need to know if there is a budget yet, but you need to know who has it.
And how to get them involved if they are not already.
Give your champion a limited amount of time to get you to hold the budget.
And if they can't, then you need to go around them.
Follow these three simple rules to start rocking your discovery calls
See you again next week.