Wie können Sie Ihre Kunden in den Entdeckungsprozess einbeziehen?

It's a cliche but "answering a question with another question" still works. Not just say "oh thanks" and then move on to the next scripted question - drill into each area, even if you don't necessarily need that level of detail initially it will enable you to build a closer connection with your prospects. It will also enable you to understand if there are any outlining areas.

Using a whiteboard to get collaborative is a great way to elevate your discovery game. Interrogation is not discovery and so it involving the customer to visualise and collaborate on a whiteboard is a superb way of really getting to the topics that matter. Customers are not buying software, they’re buying outcomes!

Engaging prospects with open-ended questions not only keeps the conversation flowing but also opens the door to understanding their unique challenges and frustrations. It's through these discussions that we can truly tailor our solutions to meet their specific needs. Conversational discovery is key to building rapport and uncovering the real value we can offer.

Open-ended Questions are an important tool to move the conversation in the direction you want. When combined with a real understanding of your prospects business, you can ask questions both sides already know the answer to. I personally like to reference other clients use cases as an example of my understanding of their problems. "Do you struggle with XYZ? I have a client who did, and we were able to apply this solution to remedy it" Just asking "What are your business problems?" can turn some people off, not everyone can easily admit their struggles.

Engaging customers in the discovery process involves asking open-ended questions and actively listening to understand their challenges deeply. Personalizing the conversation based on their needs and using visual aids like demos makes the discussion more relevant and engaging. Sharing insights and stories about similar customers can illuminate potential solutions, making the interaction feel more like a collaboration. Following up with summaries and relevant information keeps the momentum, and regular check-ins ensure the conversation evolves with their needs. This tailored approach fosters a productive and satisfying experience.

“Open ended questions” are use alongside listening. Client turn to open up more. Pockets of these are done with the surbodinates to gather information before meeting the decision maker.

Interesting article! There is a book named "surrounded by idiots" if you go to chapter Green and Blue, there is a great example of how a non sales person cracked a difficult deal with a very difficult CEO, just by listening. She had the deal signed even before they ordered their meal. That's the power of listening 💯 of course one must study the person beforehand

I often notice sales professionals might listen to a prospect's words but fail to grasp their true meaning. This suggests a mindset overly focused on making the sale rather than genuinely understanding their needs. By adopting a prospect-centric approach, we're able to truly hear and delve into the underlying challenges they face. My top tip? Quantify everything. For instance, when a prospect desires a "more efficient system," follow up with clarifying questions like "What defines efficiency for you? Are you looking for something faster, more cost-effective, or that requires fewer resources?" A former sales leader of mine used to remind us, "God gave you two ears and one mouth for a reason. Listen!"

If you listen actively and emphatically, you write points down, you chip open ended questions when he’s slowly down. The questions should be on both on what he’s telling you and what you’ve gathered.

In my approach, visual aids are predominantly reserved for demos or technical calls. For discovery sessions, especially given their remote nature, I focus on maintaining a conversational tone. A key piece of advice: always turn on your camera, dress professionally, and don't forget to smile. Last year, we clinched a sale where the client specifically mentioned choosing us over a competitor because "you had your cameras on from day one and at all times. It built rapport, allowed us to get to know you, and convinced us we could work successfully together. We never once saw the other team."

visual aids and tools must be tailored to the current conditions at the site in question. The client is able to relate very well with it.

To keep your customers engaged in the discovery process, focus on active listening and asking open-ended questions that encourage them to share their needs and challenges. Tailor your approach to each customer's specific industry and business context. Provide value by offering insights and solutions that address their pain points. Keep the conversation interactive by using visual aids or demos when possible. Follow up with a summary of key points and next steps to maintain momentum and show your commitment to addressing their needs.

A strategy I enjoy employing during the discovery phase is what I refer to as "dangling the carrot." Essentially, when a prospect inquires about a specific functionality that's currently a challenge for them, rather than delving into the specifics of the solution right away, I prefer to respond with something along the lines of, "Absolutely, we can address that. I'm looking forward to demonstrating how during our presentation." This approach builds anticipation and keeps the prospect engaged and eager to see our solution in action.

Offering an alternative perspective, it's important to differentiate between discovery and selling phases. Discovery is precisely that - a phase to gather insights, not to sell. The selling comes later, leveraging what we've learned to enrich the demo with value and tailored insights. Discussing these aspects too early, during discovery, risks diminishing the impact and 'wow' factor of the demo. Jim Keenan, in his insightful book ‘Gap Selling’, actually communicates during discovery that "I am not selling today." This strategy ensures the demo remains a powerful tool for demonstrating value and securing interest.

Follow-up is crucial as it reflects your dedication, the company's ethos, and the commitment to assisting the prospect. Effective note-taking during meetings is key. I make a point of repositioning myself on camera to show the customer that I am jotting down their points in a notebook, which sends a strong message of attentiveness. I steer clear of taking notes on the laptop as it might appear that I'm distracted or checking emails. Summarising the discussion and diligently following up on action items are essential steps to demonstrate engagement and reliability.

Maintain regular contact with a client to ensure all information and discoveries are shared. It keeps them informed, as well as keeping them motivated to seek your assistance with any new developments on their end This positions you as a reliable first contact for any new projects.

Make sure they are doing the majority of the talking! Discovery session should be about the customers sharing what they need to achieve, what’s stopping them and the impacts of that.

Observation: Use open-ended questions Open-ended questions are a powerful tool in engaging customers in the discovery process. Asking the customer what his or her main goals are in moving to the cloud or how he or she measures the success of his or her current solution allows for detailed information and authentic connection. This approach demonstrates a genuine interest in understanding the customer's needs and provides an opportunity to tailor the proposal effectively. Integrating open-ended questions into the sales conversation is crucial to maximizing closing opportunities and best meeting customer needs.