Discovery that tells you if the deal is real
Deals are won in discovery. Learn to ask questions that get prospects talking, find the real pain, and tell you early whether the deal is worth your time.
Sounds familiar?
Signs you're losing deals here
- You pitch before you understand the problem.
- Prospects say “interesting” and then go quiet.
- You cannot say why a deal would close this quarter.
- Every opportunity in your pipeline looks qualified.
What we work on
How WINGS coaches this stage
Get this stage right and your conversion rate improves.
Discovery is king
Learn to ask the right questions: the ones that open your prospects up without making them feel interrogated, while you gather the information you need.
A value-based sales process
Master discovery techniques to uncover customer needs and position your product effectively.
Qualify with discipline
Learn to tell when a pipeline is real and when it is fluff, and guide deals toward clear next steps.
Where it is taught
Two ways to learn it
FAQ
Discovery and qualification: FAQ
What is discovery in B2B sales?
Discovery is the part of the sale where you learn the customer's situation and needs before you present anything. Done well, it tells you how to position your product and whether the deal is worth pursuing.
How do I ask discovery questions without interrogating the prospect?
Ask questions that open the prospect up and let them talk about their problem. The goal is a conversation that surfaces real pain, with you gathering what you need along the way.
Is discovery only about pain?
No. Discovery has three pillars:
1. Pain & Desired Outcome
2. Stakeholders
3. Buying & Decision-Making Process
Each plays a different role, and all three are critical to navigating and winning the deal.
How do I know if a deal is really qualified?
Look for three things: a real pain the buyer wants solved, a reason to act now, and a clear next step you both agreed on. If any of these is missing, the deal is less solid than it looks.
Where does WINGS teach this?
Discovery is one of the six modules in the WINGS Sales Program for Founders. You can also work on it privately in 1:1 Sales Consulting.
Let's talk. See if WINGS is right for you.
A short conversation about where you are, what you're trying to achieve, and whether one of the WINGS programs can help.
- Tell me where you are today and what you're working toward.
- I'll share how WINGS works and what I think could be relevant.
- We'll see if there's a fit. No pressure.
Prefer email? Write to raz@sales-wings.com
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