Last week I had a deep discussion on the value of the discovery call for SaaS businesses. And in particular, the question: What makes a perfect discovery call?
One conclusion: Chase the knowledge, not the money.
Here’s the thing
Too often, we enter a discovery call being highly sensitive for every signal that would enable us to sell our core SaaS product. It stops us from listening with intention and empathy. We’re chasing the money.
Prospects can feel this. They intuitively sense we don’t care about them; we only care about our deal. It kills trust and derails a potentially good conversation.
Counter that with the alternative approach: Chasing the knowledge. This way, we start with empathy. The conversation is about them, not us. What happens magically in conversations that chase knowledge is that prospects will open up. They’ll tell you way more than you’d expect.
That’s where the gold hides. The gold that helps you understand two critical things:
- If you can solve a highly valuable and critical problem like no one else and turn them into a fan for life
- or whether we should politely say ‘no’ and qualify out fast.
Both decisions make you win.
A question for you to reflect upon
Looking critically at your SaaS pipeline: How many deals are stuck because your sales team chased the money, not the knowledge?
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