8 More Sales Discovery Hacks
Hack 1: The "Magic Wand" Question
“If you could wave a magic wand and your business issues would be fixed overnight, what would it look like in the morning?”
This question gets your prospect to articulate their ideal outcome, helping you uncover their real pain points and desired goals. It opens up a valuable discussion about the business impact of solving those issues.
Hack: Use the "magic wand" question to uncover your prospect's biggest desires and goals, leading the conversation toward how your solution fits.
Hack 2: Respect Your Customer’s Time
Never ask questions you could have answered yourself by doing a little research. Customers expect you to have a basic understanding of their business before the conversation starts.
Hack: Focus your questions on the business impact, and don’t dive into your solution too early. There’s time for that later.
Hack 3: The Perfect Opening Question
"Why now?"
This question is a go-to for opening conversations with prospects, as it encourages them to reveal the urgency behind their current situation. It also helps you understand the timeline and pressure they’re facing.
Hack: Start with “Why now?” to quickly surface the urgency behind your prospect’s decision-making process.
Hack 4: Your Customer Doesn’t Always Know Their Problem
A common myth is that the customer fully understands their own problem. They may not know all the issues, and their stated requirements may not address their business goals completely.
Hack: Identify unstated requirements, bringing more value than your competitors and positioning yourself as a trusted advisor.
Hack 5: Use the Business Model Canvas
To align your team and get everyone on the same page during discovery, use tools like the "Business Model Canvas." It helps your sales team focus on the big picture and strategise together.
Hack: Begin your sales strategy with the Business Model Canvas to ensure alignment on the customer’s business model and goals.
Hack 6: Master Active Listening
Active listening is your discovery superpower. Techniques like empathic reflection, paraphrasing, summarising, and the use of silence build rapport and unlock critical information.
Hack: Perfect your active listening skills. It not only uncovers valuable insights but also builds trust with your customer.
Hack 7: Be Genuinely Curious
Discovery isn’t about rattling off scripted questions. It’s about authentic curiosity. You can’t fake that. Smart people ask smart questions, and good discovery feels like a conversation, not an interrogation.
Hack: Plan your discovery interviews, but keep it conversational. Focus on the business impact and avoid talking about your solution too early.
Hack 8: Build a Strong Foundation
Discovery is the foundation of your sales process. Skimp on it, and you risk the entire deal. Think of the tale of “The Three Little Pigs” and aim to be the third pig, building on a solid foundation that lasts.
Hack: Spend enough time on discovery to secure the foundation of your deal. Once you’ve started building, it’s too late to relay the foundations.
