#006 You're Not Ready for Discovery.

What do the best deals have in common?

• They are well qualified.

• They are multi-threaded.

• Prospects match ICP (Ideal Customer Profile).

People meet salespeople because they have problems they want to solve.

How do you turn discovery calls from great conversations to great deals?

It starts with preparation.

What sales methodology do you follow?

Before the discovery call, consider what qualification info your missing.

It can be as simple as answering sales methodology questions at a high level.

You can do this in 5 minutes or less.

#1 Prior to Discovery, Uncover Opportunity Gaps.

Answer high level questions on the opportunity according to your sales methodology.

After the discovery call you'll have much more info.

Doing this beforehand, focuses the mind.

Here are example for SPIN, MEDDPICC & SPICED.

SPIN Methodology

• S – Situation: What is the customer’s current situation?

• P – Problem: What challenges or issues are they experiencing?

• I – Implication: What are the consequences if these problems aren’t solved?

• N – Need-Payoff: How will solving these problems benefit them?

MEDDPICC Methodology

• M – Metrics: What measurable goals or KPIs are most important to the customer?

• E – Economic Buyer: Who is the final decision-maker with budget authority?

• D – Decision Criteria: What are the main criteria influencing their buying decision?

• D – Decision Process: What steps and people are involved in making the final decision?

• P – Pain: What specific problems or challenges are they facing?

• I – Identify Champion: Who within the organization can advocate for us?

• C – Competition: Who else is the customer considering, and how can we differentiate?

• C – Compelling Event: Is there a deadline or event driving the urgency to make a decision?

SPICED Methodology

• S – Situation: What is the customer’s current state and main challenges?

• P – Pain: What key problems are they trying to solve?

• I – Impact: What positive outcomes can our solution provide?

• C – Critical Event: Are there any deadlines or events driving urgency?

• E – Economic Buyer: Who makes the final decision to purchase?

• D – Decision Criteria: What factors will influence their buying choice?

You can now focus your conversation on the opportunity gaps.

To take this a step further, create a few questions to ask in the discovery.

#2 Prior to Discovery, Map the Account.

Multi-threading Accelerates Deals.

Map the account before the discovery call.

Know the users, managers/directors and CXOs that should get involved in your deals.

Single threaded closed deals are few and far between.

Spend needs justification now more than ever.

If you know the people to involve in the deal, then you can discuss how to get them involved. Prospects will appreciate your taking the lead in the deal. The best case is you start working WITH your prospect to multi-thread the opportunity.

#3 Prior to Discovery, Check ICP Match.

• Who are the personas you sell best to?

• Who are the companies that are a perfect fit for you?

If your prospect does not match them, then discovery is where you need to call this out.

Let them know that you're not sure you can help them.

Lean into the specific problems you solve for specific personas and companies.

You'll have a much lower chance of closing the deal if they don't match ICP.

If they don't match ICP, why are you working the opportunity?

If you've got conviction you can still close the deal, then work it and know your chances are low.

But if your working it because pipeline is low, then its worth seriously considering prospecting ICP vs working a deal with a low likelihood of closing.

What would be the best way to lose the deal?

Don't talk qualification criteria.

Don't talk multithreading.

Don't talk ICP.

Its up to you to increase your chances of closing the deal.

Its simple.

• The less qualification info you gain (from your sales methodology).

• The less people involved in your deal.

• The less criteria that matches ICP.

The lower your chances of winning the deal.

You may not get all that information on discovery.

There is nothing stopping you from asking for the info that ACCELERATES DEALS.

Unless you don't know what to ask for.

The truth is most are not ready for discovery.

Are you?

Regards,

Paul

p.s. looking to master discovery, get crystal clear on what to demo and build compelling businesses cases? Check out the AE Prepared Discovery Accelerator Now.