"This isn’t a priority”—3 data-backed discovery tactics to never lose deals for this reason again
Many sales professionals are experiencing prospects putting deals on hold or rejecting proposals. Three key tactics to prevent losing deals are discussed in this episode. The first tactic is to align with larger org-wide initiatives, as 93% of B2B buyers make purchases that align with existing initiatives. The second tactic is to quantify the cost of inaction, as 44% of deals are lost due to customer preference for the status quo. The third tactic is to lead the sales cycle and process in a multi-threaded manner, as 78% of reps are single threaded on deals. Insights include using insights to disarm buyers during discovery conversations, adding value through insight sharing, and asking insight-driven questions. Other topics covered include the importance of non-obvious, evidence-based, and actionable insights, the use of analytics to understand customer sentiment, and the value-based discovery framework. The chapters also discuss breaking prospects out of the status quo, aligning with goals and priorities, asking well-formed questions, understanding the current state, demonstrating effectiveness, and adapting to organizational changes.