Outline, outline outline!

That is the #1 factor that salespeople mess up in discovery.

They fail to outline every little thing.

In a stable discovery, you need to be attending to the basis definition of every little thing your purchaser says. If they are saying they’re not getting sufficient gross sales, it is best to ask them to outline “sufficient”. If they are saying they their firm’s gross sales cycle is just too lengthy, it is best to ask them to outline “too lengthy.” While you miss out on defining your entire purchaser’s issues, you by no means uncover all the knowledge wanted to leverage within the gross sales cycle.

So what does “defining” every little thing appear like in discovery? Test it out in Keenan’s video beneath.