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Discovery Consulting Questionnaire - Coggle Diagram
Discovery Consulting Questionnaire
Insight-driven sales discovery
Understand Value Points
the seller uses insights and questions to help the buyer develop a clear understanding of the impacts of action versus inaction as they attempt to solve the challenge at hand.
Structure the discovery conversation
by topic chapters
For each Chapter,
Clarify the objective
Iterative insight/question process
Develop a valuable insight
Follow the insight with discovery questions
Use a micro-close that confirms impact on the buyer
Shared understanding
Best practices
Share relevant insights to add value for the buyer.
Ask provocative questions
that promote collaborative discussion
Connect the conversation to the organization’s strategic objectives
Ground work
Chapters
Insights
Anticipate Objections
Prepare Value Propositions
Value-driven dialogue
Collaborative conversations
Uncover challenges and finding solutions
Trusted Advisor
Iterative method of offering provocative insights and then asking probing questions — a process that encourages the buyer to collaborate with the seller to address an important business challenge.
Ineffective approach => Discovery process as a way to promote the features and benefits of their products or services, rather than exploring the challenges faced by the prospective buyer.
Resource
https://www.gartner.com/smarterwithgartner/use-a-structured-process-for-more-effective-sales-discovery
Sales discovery methodology
Qualify Leads
2a. Insight-driven sales discovery
2b. Identify the Buying process
Question Types
Closed
Probing
Repeated
Clarification
Open-ended
Leading
Talk Less, Listen More (20/80)
Categories
Clarification questions
Evidence queations
Implication questions
Questions
II Progress
How ready is the organization for change?
What are the current measures in place to solve the problem?
I Priorities
Department’s top priorities for this fiscal year?
What would success look like for you?
Is the status quo a problem that needs changing?
Where did the problem originate?
Uncovering challenges and goals
Understanding needs and core motivations
Learning the decision making process
III Frustrations
What are the root causes?
What are the top challenges that are acting as barriers to success?
What actions should we take?
IV Catch-All
Is there anything else I should be asking you?
If you were in charge, what would you do?
Who else should I be talking to?
Who will be making the decisions?
Cover Key Topics: challenges, goals, pain points, current solutions, Buying process / Decision-making process, Urgency / timeline, and budget.