Ready to Sell Smarter? Utilize the Power of Proper Qualification and Discovery!
Before delivering a successful demo, presentation, or POV, thorough discovery is essential. While it’s tempting to jump straight to showing off your product, understanding the client’s needs is key. Lack of proper discovery often frustrates sales teams and clients, leading to ineffective demos. By focusing on understanding the client’s goals and critical business issues, the presentation can be tailored to their needs. The article also highlights the importance of selling discovery to both internal and external stakeholders. It suggests using a vision generation demo as a ‘give to get’ approach, sharing relevant client experiences to prompt further discussion. Overall, prioritizing discovery leads to more efficient sales processes and better outcomes.
Sales success hinges on smart qualification and discovery processes. To drive this point home, presales teams should highlight to their sales counterparts how these practices boost win rates and sales effectiveness. Strategies include encouraging early sharing of information, shifting from selling to helping stakeholders buy, and ensuring a joint presales and sales engagement plan has been created, understood, and agreed upon. Setting clear support levels between presales and sales management, emphasizing client-tailored solutions, and using proven sales methods like SOS for deeper discussions can also enhance outcomes. Positioning discovery as a value-added ‘process audit,’ and offering resources like ‘RFP Templates,’ further enables thorough discovery. Ready to take your sales to the next level?
