5 (yes more) discovery hacks
Hack 1: "Why Change?"
For a sale to happen, a prospect needs to understand why they need to change, why they need to act now, and why they need to work with you. Discovery is where this process begins, and it's your opportunity to connect with the prospect and position a hypothesis that you can solve their problem.
Hack: Start your discovery process by focusing on why the prospect needs to change and why they need to act now. This creates the urgency required to move the deal forward.
Hack 2: Ensure Mutual Fit
Discovery isn’t just about qualifying the prospect; it’s about ensuring mutual fit. This means you need to go beyond just getting a follow-up call on the calendar. Set clear exit criteria for both you and the prospect.
Hack: Define exit criteria for both the buyer and seller. Make sure the buyer confirms a key problem, acknowledges your solution, and shares buying criteria.
Hack 3: Quantify the Problem
A key part of discovery is helping the prospect quantify their problem. The more clearly the prospect can understand the impact of their challenges at a business level, the more likely they are to move forward with a solution.
Hack: Ask questions that help quantify the problem. Get the prospect to articulate the business-level impact of not solving their challenges.
Hack 4: Secure Access to Key Stakeholders
Gaining access to the economic buyer early in the process is crucial. Without access to decision-makers, the deal is likely to stall.
Hack: During discovery, aim to secure access to the economic buyer or key stakeholders. This increases the likelihood of advancing the deal.
Hack 5: Balance IQ and EQ in Discovery
Discovery requires a balance of IQ (your knowledge and ability to ask the right questions) and EQ (emotional intelligence to build rapport and connect with the prospect).
Hack: Prepare well for discovery calls, but don’t underestimate the importance of EQ. Active listening, empathy, and understanding the prospect's emotions are as critical as the questions you ask.
