“A good discovery should be really conversational. It should be natural.” – Scott Ingram in today’s Tip 829
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Last week somebody asked me for a quick video that they could share with their team as part of a larger presentation they were doing on “what makes a good discovery.” I thought I’d share my answer with you here today since it’s also a nice compliment to Deb Calvert’s tip from yesterday. Here it is:
A good discovery should be really conversational, right? It should be natural. There should be some really great give and take in the discussion that you’re having with your prospect. It should be more about that conversation and less about interrogation. Right? Nobody wants to be subjected to just this list of questions. Certainly, you want to make sure that you’re getting to all of those key points and information you’re going to need that’s going to help make the rest of your sales process better but let your curiosity guide you. Don’t stress so much about what’s the next question I’m going to ask and how am I going to respond to this thing that they’re sharing with me. Just lean into the curiosity and be just wondering about what it is behind the answers that they’re giving you. A lot of times you get the greatest details when you ask why a couple more times than maybe feels natural. That is really going to make that discovery conversation that much more conversational.
And that’s what everybody wants.
If I can ever create a quick video like this for your team. Let me know. I had a lot of fun doing this and it’s super easy with Vidyard. You can see the video itself at DailySales.Tips/829. Make sure you join the listener list while you’re there as well.
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!