Was on a discovery session recently and it was almost a complete waste of time..
here are the do’s & do NOT’s when performing a discovery session to sell premium services.
• DO build rapport
DON’T make the entire purpose of the call to build rapport
• DO demonstrate your expertise
DON’T only talk about your expertise (show it)
• DO provide expectations around scope
DON’T give vague answers about scope or make it a lengthy process