As Sales professionals and Senior Executives we are always looking for ways to differentiate ourselves from the competition. One of those ways is to utilize Existing Situation/Desired Outcomes Documents or Discovery Agreements. They are tremendous trust and credibility builders, and serve as a road map to supporting the needs and requirements of the potential buyers. By employing good discovery skills and listening skills you can gain a complete understanding of the buyer's existing situation and their desired business outcome. The difference between the prospect's existing situation and desired outcome is called "The Gap", and if we can come up with a solution that addresses the prospect's Gap, then we have an excellent chance of winning their business. If we can not identify a "Gap" that we can address with our solution, then it may be time to move on to another prospect. Why Discovery Documents are a Key Differentiator? They are a great credibility and trust building tool between you    and the prospect A great internal and external negotiations tool An excellent internal and external selling tool A way to determine what you do know and don't know about    the clients' situation A way to determine where you are in the sales process A client interest and commitment barometer A living document that you can update during the entire sales    process A consensus building and information sharing tool An integral part of your sales presentation A powerful closing tool

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How Do You Create An Effective Discovery Document?

You will want to capture the following

1. Company Overview

Company description

Type of business

2. Existing Situation

What they currently have

What they are currently doing

The way they are doing it

3. Desired Situation

What they would like to have

How they would like to do it

The desired outcomes and benefits

4. Outline Your Next Steps with the Client

5. Set a Discovery Review/Validation Meeting

 
What Are the Keys to an Effective Discovery Agreement?

The key to the discovery tool is to capture the clients' existing situation and to capture
   their desired outcome, in their own words

Do not elaborate or make assumptions

Capture all the relevant customer information in bulleted points

Use action words to describe the desired outcomes like: improve, increase, create
   or reduce

Share the discovery agreement with the clients and request that they validate, correct
   or add anything to it that you may have missed

Try this sales discovery tool and it will win you more deals!

There is nothing like hearing from a new client that you won because you were the only person who really understood what was important to help them.

Good Selling

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About Sales Focus Inc. Sales Focus Inc. is a consulting, management and outsourcing company that focuses strictly on sales. We help our clients during these difficult times to take business away from the competition. In down economic times, focused companies will not only survive, but also thrive! We offer cost containment and profit enhancement solutions. Profit enhancement is a different mindset than cost cutting. Cost cutting means doing less of something; profit enhancement implies doing more of something that will boost the bottom line. We represent the concept of focused profit enhancement solutions.

Sales Focus is driven towards a single goal: "Generating Immediate Revenue for our Clients!" Whether it's implementing our S.O.L.D. Methodology, Developing Specialized Training Programs or Launching an Outsourced Sales Force, we remain focused on the goal of TACTICALLY GENERATING RAPID REVENUE. Let us help you not only meet, but exceed your sales goals.

For more Information or to see if we are a good fit with your company, contact us directly, 866.840.8305 or 410.442.5600, send us an email at info@SalesFocusInc.com or visit our web site: www.SalesFocusInc.com. Request a free white paper while calling us or visiting our website.

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