Too often, discovery is treated like a checklist of questions that a rep must answer to satisfy their discovery and sales process requirements rather than a conversation. This results in lost opportunities, wasted time, and poor buyer experiences.
The key to good discovery is not what discovery framework you follow. It comes down to curiosity, asking layered questions with the objective of truly understanding your prospects’ and clients’ problems.
If you want to be a top-performing sales rep, developing great discovery skills is critical. In this course, we will cover:
The importance of ABC – Always Be Curious.
Intro to our buyer enablement framework, PART
How to conduct layered discovery.
How to approach discovery with a buyer enablement focus.
How to tie Discovery to the PART framework throughout the entire buyer and customer journey.
How to do Discovery with methodologies like MEDDIC
How to identify root causes of churn risk through discovery
Tying PART to other sales methodologies – diagnose with discovery frameworks and prescribe with PART.
Learn how to conduct a discovery conversation expertly so you can guide buyers and clients through their buying and customer journeys and decision-making processes.
This section will introduce you you what we will be covering in this Discovery course, including why proper Discovery is important & an example of what NOT to do.
Please review the videos in the order they are listed. The final item is the Agenda slide, which lists the topics we will be covering throughout this course as well.
This section will introduce you to PART, a framework that helps reps develop problem statements during every phase of the sales process -- including Discovery.
If you have already watched this video as part of our other courses, please feel free to skip this section.
If you haven't been introduced to PART, please watch the introduction video and review the corresponding slides that follow the video.
After listening to thousands of prospect & client calls, it is clear that many reps aren't coached to do discovery in a buyer-focused manner. In this section, we will teach you how to transform your discovery process into one that enables the buyer while progressing your pipeline.
Please review watch the first video and then review the corresponding slides that follow the video.
In the previous section, we discussed our Buyer Enablement framework for Discovery, PART. However, we understand that organizations require that you use other frameworks, such as MEDDIC, when doing Discovery. This section will discuss how PART ladders into MEDDIC, so you can confidently make use of both during Discovery.
Please watch the video and review the corresponding slides that follow the video.
Master the art of churn risk discovery in Customer Success. Learn how to uncover the root causes of churn using the PART framework—Problem, Action, Result, and Trigger—to rebuild trust, drive client retention, and proactively address key business challenges.
Please watch the following two videos & review the slides afterwards.
Now that you've learned how to do Discovery with two different frameworks, let's start tying everything together! This section will discuss how we can leverage PART and other sales methodologies in conjunction with each other - during discovery and beyond.
Please watch the video and review the corresponding slides that follow the video.
Congrats! You should now feel equipped to do Discovery in a way that empowers you buyer without slowing down your pipeline.
Watch this wrap up video to hear what we recommend you do next to apply your newfound knowledge.