{"id":2152,"date":"2019-09-05T04:30:47","date_gmt":"2019-09-05T09:30:47","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=2152"},"modified":"2019-09-04T23:41:50","modified_gmt":"2019-09-05T04:41:50","slug":"sales-tip-229-you-have-a-discovery-problem-jeff-bajorek","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-229-you-have-a-discovery-problem-jeff-bajorek\/","title":{"rendered":"Sales Tip 229: You Have a Discovery Problem &#8211; Jeff Bajorek"},"content":{"rendered":"<p><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/02\/Jeff-Headphones-150x150.png\" alt=\"\" width=\"150\" height=\"150\" class=\"alignright size-thumbnail wp-image-1526\" srcset=\"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/02\/Jeff-Headphones-150x150.png 150w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/02\/Jeff-Headphones-300x300.png 300w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/02\/Jeff-Headphones-100x100.png 100w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/02\/Jeff-Headphones-250x250.png 250w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/02\/Jeff-Headphones-200x200.png 200w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/02\/Jeff-Headphones.png 350w\" sizes=\"auto, (max-width: 150px) 100vw, 150px\" \/>&#8220;Understand the problem that you&#8217;re trying to solve as much as you possibly can so you can be in the best position to solve it.&#8221; &#8211; Jeff Bajorek in today&#8217;s Tip 229<\/p>\n<p><strong>Do you have a discovery problem?<\/strong><\/p>\n<p><a href=\"http:\/\/dailysales.tips\/229\/#disqus_thread\" target=\"_blank\" rel=\"noopener noreferrer\">Join the conversation below<\/a> and share your thoughts!<\/p>\n<p><a href=\"https:\/\/www.linkedin.com\/in\/jeffbajorek\/\" target=\"_blank\" rel=\"noopener noreferrer\">Jeff Bajorek on LinkedIn<\/a><br \/>\n<a href=\"https:\/\/www.youtube.com\/c\/JeffBajorek\" target=\"_blank\" rel=\"noopener noreferrer\"><\/a><a href=\"https:\/\/thewhyandthebuy.com\/\" target=\"_blank\" rel=\"noopener noreferrer\">The Why and The Buy podcast<\/a><br \/>\n208: <a href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-208-you-dont-have-a-closing-problem-jeff-bajorek\/\" target=\"_blank\" rel=\"noopener noreferrer\">You Don\u2019t Have a Closing Problem &#8211; Jeff Bajorek<\/a><br \/>\n215: <a href=\"http:\/\/dailysales.tips\/215\" target=\"_blank\" rel=\"noopener noreferrer\">You Have an Opening Problem &#8211; Jeff Bajorek<\/a><br \/>\n222: <a href=\"http:\/\/dailysales.tips\/222\" target=\"_blank\" rel=\"noopener noreferrer\">You Have an Engagement Problem &#8211; Jeff Bajorek<\/a><\/p>\n<p>Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: <strong>512-777-1442<\/strong> or Email: <strong>scott@top1.fm<\/strong><\/p>\n<p><iframe loading=\"lazy\" width=\"896\" height=\"504\" src=\"https:\/\/www.youtube.com\/embed\/HktFaFCZqwY\" frameborder=\"0\" allow=\"accelerometer; autoplay; encrypted-media; gyroscope; picture-in-picture\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/p>\n<h3>Transcript<\/h3>\n<p>Scott Ingram: You\u2019re listening to the Daily Sales Tips podcast and I\u2019m your host, Scott Ingram. Today\u2019s tip comes from Jeff Bajorek. This is a continuation of the 16 part series that Jeff kicked off back in tip <a href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-208-you-dont-have-a-closing-problem-jeff-bajorek\/\" target=\"_blank\" rel=\"noopener noreferrer\">#208<\/a> called \u201cYou Don\u2019t Have a Closing Problem\u201d Here he is with today\u2019s installment:<\/p>\n<p>Jeff Bajorek: You don&#8217;t have a closing problem. You have a discovery problem. Yes, This is where the best truly separate themselves. When I study and work with the top, top, top performers. The biggest differentiator between them and anybody else&#8217;s, how much time they spend here, right here in discovery. This is where it&#8217;s all about your prospect. It&#8217;s all about your customer and it hasn&#8217;t have anything to do with you. People don&#8217;t care about your product here. They don&#8217;t care about the logos that you&#8217;ve worked within the past. They want to know that you understand their real needs. And here&#8217;s the deal, you need to know that you understand their real needs before you move forward. Stephen Covey used to say that \u201cBefore you climb the ladder to success, make sure it&#8217;s leaning against the right wall.\u201d And I get called, I get calls, I get emails all the time. \u201cJeff, do you know how this tool integrates with this other tool that you&#8217;re already using? \u201c Not realizing that I&#8217;m not using either of those tools. That&#8217;s a waste of a message. It&#8217;s a waste of an outbound opportunity. Now, I&#8217;m sure that&#8217;s a lot more egregious than the situations you&#8217;re finding yourself in on a regular basis, but the lesson is still there. Understand the problem that you&#8217;re trying to solve as much as you possibly can so you can be in the best position to solve it. This is the part of the process where it really pays to slow down. Stop being in a hurry. I know that you&#8217;ve got a hundred calls to make and I know that you got so many meetings you need to set, but who cares if you set the meeting if it&#8217;s a garbage meeting. Think about what you&#8217;re really trying to accomplish and those people who spend the most time here. I&#8217;m going to keep going. This is even more ironic. They don&#8217;t talk about their product at all. I&#8217;m serious, Discovery is not the time to pitch your product. Discovery is the time for you to fully identify what the problem is so that you can go back to your own drawing board, come up with an effective message and an effective campaign to solve that problem at a later date. Your win for a discovery meeting is to get that understanding, get that diagnosis, and then schedule another meeting where you can actually talk to them about how you can solve it. This is running counter to just about everything you&#8217;ve ever heard when it comes to selling because you&#8217;re listening to the wrong people, but it also is running counter to that urgency that your manager and her manager and his manager above him is driving on them. Take your time here, really flesh out the problem and the rest of the process will go much more smoothly.<\/p>\n<p>Scott Ingram: For more about Jeff and for links to the previous tips in this series just click over to <a href=\"http:\/\/dailysales.tips\/229\/#disqus_thread\">DailySales.Tips\/229<\/a> that\u2019s also where you\u2019ll find the video version of Jeff\u2019s tip.<\/p>\n<p>Thanks for listening and be sure come back tomorrow for another great sales tip!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8220;Understand the problem that you&#8217;re trying to solve as much as you possibly can so you can be in the best position to solve it.&#8221; &#8211; Jeff Bajorek in today&#8217;s Tip 229 Do you have a discovery problem? Join the conversation below and share your thoughts! Jeff Bajorek on LinkedIn The Why and The Buy&#8230;<\/p>\n","protected":false},"author":2,"featured_media":1526,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"content-sidebar","footnotes":"","tve_updated_post":"","tve_custom_css":"","tve_user_custom_css":"","tve_globals":{},"tcb2_ready":0,"tcb_editor_enabled":0,"tve_landing_page":"","_tve_header":"","_tve_footer":""},"categories":[40],"tags":[],"class_list":["post-2152","post","type-post","status-publish","format-standard","has-post-thumbnail","category-daily-sales-tips","entry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Sales Tip 229: You Have a Discovery Problem - Jeff Bajorek - Daily Sales Tips<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-229-you-have-a-discovery-problem-jeff-bajorek\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Tip 229: You Have a Discovery Problem - Jeff Bajorek - Daily Sales Tips\" \/>\n<meta property=\"og:description\" content=\"&#8220;Understand the problem that you&#8217;re trying to solve as much as you possibly can so you can be in the best position to solve it.&#8221; &#8211; Jeff Bajorek in today&#8217;s Tip 229 Do you have a discovery problem? 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