Winning the Challenger Sale #3 The Discovery Call
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May 20, 2021 This week, Jen Allen, a partner and seasoned expert in sales, joins the hosts for a deep dive into the art of discovery calls. They emphasize the shift from merely qualifying leads to genuinely understanding customer needs. Jen shares strategies for conducting engaging and insightful conversations, stressing the importance of high-gain questions and active listening. The discussion also tackles the challenges of remote selling, revealing how to adapt communication effectively to connect with prospects in a virtual environment.
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Discovery vs. Qualification Mistake
- Discovery is often mistaken for a qualification checklist, which wastes prospect time and creates poor first impressions.
- Effective discovery uncovers real business outcomes, identifies all stakeholders, and diagnoses current state problems.
Avoid Assumptions in Discovery
- Avoid assumptions in discovery; listen actively to understand different stakeholder perspectives.
- Ask questions that reveal disagreements among stakeholders to broaden the conversation beyond one viewpoint.
Use 333 Research Method
- Prepare discovery calls with the 333 research method: 3 industry changes, 3 company objectives, 3 customer actions.
- Manage research efficiently to create a hypothesis that sparks insightful, engaging questions.
