Short excerpt of a sales presentation by Kevin 'KD' Dorsey explaining the explicit goals of discovery calls: get prospects to agree they have a problem, have them share the impact, and get them to agree to learn and change. He recommends reviewing discovery calls and structuring each call around these objectives to improve demos and outcomes.
So let's talk about the goal of discovery. What is the actual goal? First bullet point to agree to a problem. If you forget everything I say right now except for this, you could stop the presentation right now and go listen to all of your discovery calls and go how often am I getting them to agree they have a problem? This is the first goal of discovery agreeing to a problem. Then it's getting them to share the impact getting them to agree to learn agree that a change is needed. Right Remember these four things again if you forget everything if you think I'm totally full of it but you remember these four things and go back and sit before every discovery call going how am I going to get them to agree there's a problem? How am I going to get them to share the impact of it? How can I get them to agree to learn and change your discovery and your demos will get better. This is the goal of discovery.
#shorts THE POWER OF RECOGNITION: How Do You Empower People with Zoe Hartsfield
