Short excerpt of a sales coaching talk by Kevin 'KD' Dorsey distinguishing qualification from discovery. The speaker defines qualification as whether a prospect can use a product (technical or logistical constraints) and discovery as whether they should use it (fit, need). An example contrasts a product requiring Salesforce—absence of Salesforce disqualifies a prospect.
It just drives me nuts. How many people will ask me how big my team is? How long have I been at patient like no, these are things you can Google, right? It starts you up on the wrong foot, right? Qualification is about can they use your product? This is what qualification means to me. I don't sign up for band or medic or anim or any of this. Qualification to me is can they? Is there anything that prevents them? So a good qualification, right? So say I have a tool that only works if you have salesforce.com a qualification is so GSU Salesforce. If the answer is no, they are unqualified because they can't use my product. Discovery is all about should they? Should they use my product? That's what discovery is all about.
#shorts THE POWER OF RECOGNITION: How Do You Empower People with Zoe Hartsfield
