The Lazy Sales Technique Your Buyers Hate? Scoping Disguised As Discovery
Sales Hacker, Tuesday, April 25,2023
If you're a salesperson, you have to learn about your buyer. That's a given. But there's a right way and a wrong way to do it. And too often, I see salespeople taking the quick and lazy path on discovery calls - the path that alienates and annoys the very prospects they're trying to win over.
You might call this discovery, but it's actually more like scoping - that is, determining the scope of the eventual job. And your buyers hate it.
You know what I mean. I'm talking about those tired baiting discovery questions at the bottom of every salesperson's bag of tricks.
What is the main problem you're facing?
What is your budget?
When are you looking to make a purchase?
And so on.