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Discovery is about learning what your client needs, their strategic initiatives, their goals, and their outcomes. Discovery work is what allows you to neatly tie anything you propose to what your client needs and to tailor it to those specific needs.

But you aren’t the only one who should be discovering. You create value for your clients by helping them discover things too.

When your client doesn’t yet recognize the changes they need to make, you help them discover the gaps in their performance that they don’t yet see. You help them discover that they can do better.

Ask yourself this question: How can I help my dream client see the performance gap that, if recognized, would compel them to engage in the process of change?

You also help your client discover what they really need. In a lot of cases, we believe our dream clients already know what they need, but in more cases, you can create value for them through the sales process by helping them discover new possibilities, new ways to get bigger and better outcomes, and new opportunities. You can help them do things in a new way.

Ask yourself this question: What is my dream client doing now that they could differently that would produce a better result?

As your dream client goes through their process, the weigh their choices. This is the process of discovering the differences in solutions–and partners. You can help here by identifying choices and trade-offs. You help them discover what the risks and rewards of certain choices might look like, and you also help them discover what makes you different and why.

Ask yourself this question: How do I help my dream client discover the best options available to them and how we differentiate ourselves around those options.

Your clients want to make good decisions. They want to avoid risk, and they want to ensure they capture the benefit of their investment. You help them discover how they can mitigate that risk and how you can help. You help them discover and understand the commitments they must make to execute your solution and capture the value.

Ask yourself this question: What do I need to help my client understand about their risks, how to avoid them, and how to succeed with my solution.

Discovery isn’t only a stage of your sales process. It’s also the buyer’s process and it’s where you can create massive value as a salesperson.


Sales 2014
Post by Anthony Iannarino on January 8, 2014

Written and edited by human brains and human hands.

Anthony Iannarino

Anthony Iannarino is an American writer. He has published daily at thesalesblog.com for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.

Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. You can reach Anthony at thesalesblog.com or email Beth@b2bsalescoach.com.

Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at iannarino@gmail.com

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