Don’t Skip The Discovery with François Bourdeau

François jumped at the opportunity to sell to a prospect who was having a lot of trouble with their current solution, only to discover (a bit too late in the process), that the trouble lay with the prospect, not the solution.

In sales, we always want to close the deal, but François’ tale reminds us that maintaining a level of skepticism throughout a thorough discovery process will save you a load of headaches (and time) down the road. 

Inside the episode:

• Why it’s important to keep it real (and not get caught up in the potential numbers)
• How thorough discovery saves everyone’s time
• Why a prospect’s pain isn’t always caused by your competitor