Six things you must uncover in every sales discovery call: the company's specific objective, the key opportunity, current state, ideal state, quantified ROI, and what they've already tried that failed. Without all six, deals die to no-decision.
Every sales cycle I have six non negotiables for me to uncover. Without it you're more likely to lose to no decision. And no this is not just medic, it's the concept of why change and why an investment is required to solve that outcome. Number one identify a company specific objective. Now how to ask this is something like hey Gong aside, what are the top two to three strategic priorities you are most focused on? Or what company specific objective do you feel gong aligns most to in your eyes? Number two is the area of opportunity identified within it. So how you can ask this is something like hey for this new launch through your lens, what's the single biggest risk to making this a success? 3 Is their current state. So how you can ask this is what metric is that most affecting today or where is that at today? 4 is their ideal state. How you can ask this is in an ideal world, where would you want to get that to? 5 is quantification of ROI. How to ask that is hey if you bridge that gap, have you done the math on what that would be worth to the business? Six is what they've tried today and why that doesn't work. How to ask would be what have you already done to try and solve that? If you uncover these six you will help stop status quo from eating you alive. But remember and take solace in the fact that you won't uncover all six of these on the very first call to discovery. It is a never ending process, not just a sales stage.
"We're happy with our current vendor" #saas #sales #techsales #objectionhandling
Deal Cycles Happen Between Meetings... What Questions to Ask #saas #sales #techsales #prospecting
