One of the top-performing Enterprise reps at Salesforce taught me a counterintuitive truth about Discovery.
The best Discovery comes at the end of the call.
Here are 3 questions to use and how to set it up.
Set Up
“These days it’s harder than ever to bring on new tech. I’m seeing across all my clients that to bring on something new, we have to align with a specific departmental or company OKR. Otherwise, it goes nowhere.”
Question 1
“In your opinion, which priority do we best align with?”
Question 2
“Who’s responsible for the success of that priority?”
Question 3
“What’s the best way to get them involved?”
Blaise Bevilacqua said that after using this for the first time, the prospect mentioned a new metric they hadn’t talked about at all.
It was a top priority for them.
Then the onion started to peel back and Blaise dove deeper.
In the end, he uncovered an additional use case directly related to an organization-wide goal.
At the beginning of a first Discovery call, prospects are wary.
Once they understand more, they share more.
Save the best questions for last.