DISCO (Discovery) – Sales Sucks… Unless You Master Discovery
Let’s talk about what Discovery actually is.
Discovery is your first real meeting with a prospect.
It’s not a pitch.
It’s not a presentation.
And it’s definitely not a product demo.
Discovery is what I call “The State of the Nation.”
It’s where you understand:
- The company – what they do, where they are going, their vision
- The person you’re meeting – their role, responsibilities and pressures
- What is keeping them awake at night
- What they are currently doing with regards to the product or service your provide
- What problems exist in their current situation
- And most importantly… the implications of those problems to the business
Because if there is no real problem, there is no real sale.
Discovery is essentially a consultation.
Think about it like visiting a doctor.
When you go to the doctor, they don’t walk in and immediately prescribe medication.
They ask questions.
They examine the symptoms.
They diagnose the problem.
They understand the consequences if nothing changes.
Only then do they recommend a solution.
Yet in sales?
Many salespeople skip this step completely.
They pitch too early.
They talk about price too quickly.
They push products before understanding the problem.
And that’s why so many sales environments end up with:
- Price wars
- Weak margins
- Low trust
- Deals that never close
Doctors study for years to learn how to consult and diagnose.
Salespeople often receive almost no training at all.
And then we wonder why selling has such a bad reputation.
But here’s the good news.
Today there are no excuses.
If you want to become a true sales professional, the School of Sales is open 24/7.
You can learn from:
- Podcasts
- Webinars
- Books
- Coaches
- YouTube
- Online courses
- Industry experts
The best salespeople treat their profession like a craft.
They study it.
They practice it.
They refine it.
Because when you master discovery, something powerful happens.
You stop selling products
and start solving problems.
And that’s when sales becomes valuable, respected, and profitable.
Sales Sucks…
Unless you master DISCO (Discovery)