'Discovery Fatigue'


While we have been schooled as modern sellers to engage in a discovery process in which we ask facilitative questions of our Buyer, we need to straddle the line between effective discovery and problematic prolonged and rote-like questioning.
Asking questions right out of the gate can be off-putting, particularly to the C-Suite. Why? Because we are expected to do the research, the homework and asking too many basic and uninformed questions shows a lack of preparation and relying on the Buyer to educate us. 

So what is the best approach? Leading with insights and a point of view. In essence, "Here is how we see the market. Does this match with your view?" "x% of our customers are experiencing y" "Is this also having an impact on your group?" "We are seeing a shift in the way companies are dealing with z" "One of the ways we are solving this issue for our customers is x. Have you thought of this approach?"

Bringing information to the table that is not on the website or commonly known will go a long way to delivering a differentiated buying experience and favorable first impression.

Be careful not to participate in the Buyer's 'Discovery Fatigue'
Get comfortable with the 'insight + question' approach
Deliver an expert's point of view
Win More

Peace,
Dan



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