WBD Discovery call
The more a salesperson can do to understand the customer's pain and the potential business impact, the better they will be able to recommend a solution to the customer's problem.
For diagnosing, we use a question-based framework used by all kinds of professionals to quickly understand their clients:
- Step 1: First, ask two or three questions to learn the context of the situation.
- Step 2: Ask a few questions to understand the pain.
- Step 3: Summarize the customer's answers in order to assure you understand correctly.
- Step 4:Show empathy towards the customer's pains. Step 5:Identify the emotional and rational impact.
- Step 6:Establish a critical event.
Pro tip: Open layers in the dock on the right-hand side. Turn layers on or off according to what best fits your use case.
Most relevant during:
PMF phase
GTM Fit phase
Scale phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
