Discovery Isn’t *Just* a Stage—It’s the Whole Deal

A huge mistake that entrepreneurs make is thinking that discovery is done when the "discovery stage” is complete.  

Don’t make this mistake. 

Discovery. Never. Ends.

It's the thread that runs through the entire sales process, from the first conversation to the final close.

At the start of a deal, the key question you and your prospect need to answer is:

“Why do you need to work with me?” But it doesn’t stop there.

As the conversation progresses, different types of questions need to be asked and answered. Questions like:

“What will motivate you to not ghost me after I send this proposal?”

• Ex. “I want to make sure I understand where this sits on your priority list. If you do not find a solution to this problem on the timeline you shared, is there any negative consequence? What is that negative consequence?

What logistics could derail this conversation and prevent a close?”

• Ex. “If you think about our entire path to formalize this partnership, what potential roadblocks might we come across and what should I do to proactively avoid or circumvent them?”

“What do I need to say to impress the decision-makers?”

• Ex. “Even though the organization has the same priorities, everyone within the organization might have different ones. Can you share what each decision maker needs to see in this proposal or presentation to make them say “Oh, we absolutely need that!”.

The whole sales process is a discovery process.

Every interaction is an opportunity to gain deeper insights into your prospect’s needs, challenges, and motivations.

Making the most of these moments can significantly enhance your chances of success.