Winning the Challenger Sale #72: How to Unbreak Discovery & Tailoring to Buyer Readiness
May 23, 2023
33:13
Your phone charger is frayed and bent.
Wires exposed, you twist it slightly to the right and balance your phone just so to get it to charge.
A new cord has been on your list for weeks, but let’s be honest, the situation isn’t quite urgent enough for you to hit “buy now.” It’s still charging, isn’t it?
Until it isn’t.
This strange habit of putting something off until it’s truly broken isn’t a personality flaw—it’s just human nature.
And according to Hannah Ajikawo, CEO and Founder of Revenue Funnel, it exists in modern sales, too. Getting today’s B2B buyers to convert before things crash and burn is incredibly tough, but that’s what sellers should reach for. To do that, your reps need to understand exactly where your prospect is in their buying journey.
Once you know that, Hannah says, you must proactively shape your discovery strategy, meet your buyer where they’re at, and guide them to the next step. This tailored discovery is a surefire way to differentiate from the first conversation and establish your value as a credible partner in a competitive buying situation.
Listen to the full episode to learn more about:
Wires exposed, you twist it slightly to the right and balance your phone just so to get it to charge.
A new cord has been on your list for weeks, but let’s be honest, the situation isn’t quite urgent enough for you to hit “buy now.” It’s still charging, isn’t it?
Until it isn’t.
This strange habit of putting something off until it’s truly broken isn’t a personality flaw—it’s just human nature.
And according to Hannah Ajikawo, CEO and Founder of Revenue Funnel, it exists in modern sales, too. Getting today’s B2B buyers to convert before things crash and burn is incredibly tough, but that’s what sellers should reach for. To do that, your reps need to understand exactly where your prospect is in their buying journey.
Once you know that, Hannah says, you must proactively shape your discovery strategy, meet your buyer where they’re at, and guide them to the next step. This tailored discovery is a surefire way to differentiate from the first conversation and establish your value as a credible partner in a competitive buying situation.
Listen to the full episode to learn more about:
- How to avoid being overhasty when it comes to building consensus in a buying group
- Shaping discovery strategies according to specific buyer readiness
- All the best tips for discovery: two mistakes that all sellers make, the one question you MUST ask in discovery, the question you need to STOP asking, and how to do better introductions in a first sales call