discovery process

Discovery Makes a Difference

by

Solving problems involves two steps…a diagnostic assessment, followed by the application of a remedy. Earning a customer’s trust relies on the same formula. If the growth of your business depends on building and sustaining relationships, versus increasing the number of transactions, then conducting a rigorous diagnostic, or discovery, process is essential when a new opportunity arises. In a market that cultivates commoditization, where needed information is readily available and simplistic assessments are used to hastily …

Read more

Creating Customer Value

by

The marketplace is noisy, filled with commodities of all sorts, pitched to the masses, often using low price as the seductive hook. When the objective is to get orders, as many as possible, quickly and easily, then offering a low price can attract the crowd. Low price is obvious, direct and easy to evaluate for these buyers; its benefit is the same for everyone. If your growth strategy is to market your offering as a …

Read more

The Value of Discovery

by

Discovery is the most essential piece of the selling process.  In a market that cultivates commoditization, where needed information is readily available and simplistic assessments are used to hastily define you, price is the priority over value creation. Prospective customers are predisposed to perceive your offering as just another commodity, so to hurry the transaction, they prefer to keep dialogue with you to a minimum.  An effective discovery process challenges this paradigm. Asking the right questions, in the right …

Read more

The Bridge of Whys

by

The best sales people have developed proven methods that help them discover a customer’s current needs. They are so comfortable with their technique that they often reject any refinement, even though they realize that an improvement could make them even more effective. If the purpose is to win a transaction, then devotion to an existing discovery process may be enough. But if the objective is to consistently earn a customer’s business, to earn that customer’s …

Read more