Discovery
Learning the buyer’s real problem before you pitch anything.
Discovery is the part of a sale where you find the problem, what it costs, who owns it and when it matters, before you show a product. Two sellers can meet the same buyer on the same day with the same product and have opposite outcomes. The only difference is the questions.
A nuisance is something people complain about. A priority is something people pay to fix. A priority has four things: a number, an owner, a date and a cost of doing nothing, in the buyer’s own words. Sometimes discovery shows a nuisance, and the honest move is to say so and spend your time elsewhere.
Find your way around
Learn it in the course, copy it from a playbook, see it work in a case study.