Throw away your discovery questions
Hi Friends,
Welcome to Win Rate Wednesday.
In this issue:
1. The Win Rate Podcast - What's The One Thing In Sales That You Would Tear Down and Build Back Up From Scratch?
2. Win Rate Lesson - Throw Away Your Discovery Questions
3. Get your copy of Sell Without Selling Out
[This Week on The Win Rate Podcast]
Joining me on this week’s episode of The Win Rate Podcast to talk about reinventing sales;
Jonathan Spier, Founder and CEO of Rev
Lee Salz, CEO of Sales Architects and the author of multiple best-selling sales books.
Lahat Tzvi, Founder and CEO of Tfisot.
Click here to listen to this episode: What's The One Thing In Sales That You Would Tear Down and Build Back Up From Scratch?
Rate & review on Apple Podcasts.
[Today’s Win Rate Lesson]
Throw away your discovery script.
It’s the best way to gain a true understanding of your buyer. And the outcomes that are most important to them.
Persistent curiosity is the key to truly understanding your buyer.
Truly understanding your buyer is the key to winning.
So, how do you avoid turning your curiosity into an interrogation that repels your buyer?
By throwing away your list of standard discovery questions.
Look at it this way.
The first thoughtful question you ask a buyer rarely moves the needle.
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It’s the second, third, fourth and fifth insightful questions you ask in follow up to the first question that get the buyer really thinking about the scope of their challenges and their desired business outcomes. And how you can help them.
Those questions, the ones that really provide insight into the buyer, aren’t on your discovery checklist.
Why?
Because the best questions you can ask are not the next ones on your checklist of standard questions.
They’re the ones you ask based on the buyer’s answers to your previous question(s).
One of the golden rules of selling is the following:
It’s not about what’s next. It’s about what comes next based on what happened before.
So it is in discovery.
The best next question is not the next one on your list.
It’s the one you ask in reaction to the information you just received from the buyer.
Ask good questions. Listen carefully to the answer.
Then formulate a relevant, insightful question for the buyer that helps them think more deeply about their challenges and the desired business outcomes they hope to achieve from making a change.
[Sell Without Selling Out]
Sellers are struggling to establish authentic connections with buyers.
Sellers are struggling to provide a high-value, differentiated buying experience for their buyers.
My latest best-selling book, Sell Without Selling Out, provides sellers a modern, human-centric framework for elevating the buying experience, shortening decision cycles and increasing win rates without indulging in the salesy behaviors that your buyers hate.
Good selling,
Andy
Helping tech sellers make money and B2B enterprises save money.
4 个月Makes sense. If you can pull your head out of your book and stay present, take on the frame of sincere curisoity and go with the follow - that's how you make your best connections with clients AND become better informed about their situation and the opportunity to help them.
CEO of Rev | Driving GTM success with AI-powered account targeting and ICP modeling
4 个月Andy Paul Super fun to join you on the podcast. Thanks for including me.