🔆  SaaS Discovery - Asking for company secrets or personal secrets?

“Often, the discovery calls we do feel like pulling teeth. They won’t give me the information we need. You can feel the frustration grow on both ends.”

This challenge was shared with me last week by a B2B SaaS CEO that’s participating in the TechStars Stockholm accelerator.

When you’re selling enterprise software, the odds are high that you recognize this: Discovery calls start to feel like interrogations.

Discovery calls done well, however, can be gold. The secret lies in the approach we take.

Here’s the thing

We often go in with a fixed list of optimized questions so we can size the deal and make our proposal. 

We believe we need to ask our prospects for details that are only relevant to us – not to them. Details they often don’t know or can’t provide. So we’re chasing the money instead of the knowledge. 

What if we’d shift our approach?

What if we let them talk about their work, frustrations, anxieties, and aspirations? What if we didn’t ask them for the company secrets but teased them for their personal secrets?

The magic happens when we showcase empathy and listen to learn, not answer. When we deliberately leave moments of silence and encourage them to dig deeper by simply asking, ‘what else?’

Question for you to reflect upon

What characterizes the discovery calls your SaaS sales team does? Are they chasing the money or chasing the knowledge? Imagine you’d change that? 

 

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About the author

Sales Pitch

Ton Dobbe is a former B2B software product marketer who's on a mission to save mission-driven SaaS CEOs from the stress of 'not enough' traction. He's the author of The Remarkable Effect, the host of the Tech-Entrepreneur on a Mission podcast, and writes a daily newsletter on the secrets to mastering predictable traction.