blog the-commoditization-of-the-discovery-call 
Iannarino
JULY 12, 2021
A more modern approach starts with a different type of discovery, one that has not yet been commoditized. It starts by recognizing that you win and lose deals early in the conversation, most critically during the discovery phase. Execute your best sales calls with this FREE Sales Call Planner.
Iannarino
JULY 19, 2021
The Gist: The legacy approaches to the sales conversation have created a form of commoditization. When the conversation didn’t include our solution, discovery replaced it. In the legacy solution approach, the primary function of the sales call was to identify or elicit a problem, then fix solve it by providing your solution.
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Iannarino
JULY 20, 2021
The continued commoditization of the discovery call is inadequate for a modern sales approach. The Gist: Your clients have expectations for how you use the time they give you. It is important to give them what they need in order to move forward in the conversation. How to Make Sense of Their World. What They Should Do.
Iannarino
JULY 25, 2021
Approaches that don’t provide advice and recommendations aren’t valuable enough to call consultative. I would argue that knowing what your client’s pain is a rather shallow form of discovery, one that is generally used only to propose a solution. He continued, “There is an incongruence in what people think consultative selling is.
Iannarino
JULY 8, 2021
The Gist: Most discovery is too shallow to create much value for your prospective clients. Finding the presenting problem is now a superficial, commoditized level of discovery. You create value when you uncover a problem’s root causes and promote deeper understanding. The Problem Behind the Problem.
Iannarino
AUGUST 8, 2021
The manuscript is due to the publisher in three days: my contract calls for 65,000 words, a good length for the publisher based on what people will spend on a book. The Gist: It is no longer enough to identify your client’s problem, especially when it’s already well-known. The deadline for my fourth book is looming. A Circular Argument.
Iannarino
JULY 22, 2021
The sales manager believes more calls is better than fewer, without any consideration for the overall effectiveness of the message and how it is communicated. Those who have accomplished some end state we might call “better” are right to scale up their activity. Alvin Toffler. This formula can result in a positive or a negative number.
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