104: Simple framework for value oriented discovery

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We all know we should understand what is happening with our prospects, but too often discovery turns into interrogation and a frustrating experience all round.

3 things I see quite a bit:

• We’re tempted to rush the discovery 
• We don’t ask great questions, we keep it too light 
• We’re asking the right questions to the wrong people 

These are the things I see getting in the way of your sessions, so I’ve come up with this 4 Box Framework, that allows you to execute great discoveries.

 #1 Current situation and current problem 

#2 Impact of the problem

#3 Ideal Future

#4 Positive Impact

Tune into today's episode where we expand more on these points and what you can do to make sure you're making simple, but great discoveries!

If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. 

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If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do

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