A sales coach shares his favorite late-stage discovery question to uncover a prospect's past technology failures. He argues most sellers skip risk questions, but asking about previous deployment problems positions you as a consultant and builds trust. He's never regretted using it.
Here's a risky discovery question I'm all about late stage and here's how I would frame it up if we were live right now. I've learned past experiences can really help us impact future ones. Curious from your perspective, when you've implemented technology before, have you ever had a poor deployment? What challenges came up during that? Now most sellers would avoid this question like the plague. The concern here is that your prospect will start to think about the risk in implementing your technology. But the reality is most prospects, they've already had those bad experiences and they're thinking about it already in the back of their head. There's always some underlying concern that this project fails you. Asking this confidently, it shows you're being a true consultant, trying to learn from their previous experiences as a way to ensure it doesn't happen again for them. I've never once regretted asking this question in a deal.
"We're happy with our current vendor" #saas #sales #techsales #objectionhandling
Deal Cycles Happen Between Meetings... What Questions to Ask #saas #sales #techsales #prospecting
