Discovery Conversation

Below is an example discovery conversation to conduct on your very first interaction with a prospect.

The result or outcome of this conversation … will best inform your understanding of a prospect's most important priorities.

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>> You ask prospect: 
"What would success look like if you implemented a [ ] solution?"

Prospect: 
"Well ... hmmm ... "

>> You: 
"Let's just start with ... what is just one thing that would have-to-be-true, if you implemented a [ ] solution?"

Prospect: 
"Boy-oh-boy ... in that case ... hmmm ... "

>> You: 
"This may help. What we most often hear from customers is … they were [ ] and that is what really sparked the search for a [ ] solution."

Prospect: 
"Yeah, it was partly that ... but mostly what sparked it for us was [ ]"

<< progress >>

>> You: 
"So tell me if I am summing this up correctly … IF your org. implements a [ ] solution, THEN success would be prioritized as #1 [ ], #2 [ ], ... is that correct?"

Prospect: 
"Yes ... but also [ ]"     << that is your #3

>> You: 
"Great. Clearly, implementing a [ ] solution is going to have a very meaningful impact across your org.

One last question, what would that success (1,2,3) look like on a timeline?"

Example

RESULTS 
The above was a productive and worthwhile conversation for all parties involved.

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Below is the above conversation in a step-by-step view ….

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