Almost every conversation in sales, starts or ends with the pursuit of value; at the same time there are as many different definitions and understandings of value as there are sellers and buyers. Without a clear and actionable definition of value, many conversations between buyers and sellers are less than effective, fail to create alignment around what the buyer is trying to accomplish, and do not help to create a purchase decision.
Objective Based Discovery builds on an ACTIONABLE DEFINITION OF VALUE:
Those services and/or products that remove barriers, obstacles, or help bridge gaps between where the buyer is now – and – their objectives!
The overarching goal of the methodology is to focus on the buyer’s objectives, uncovering their objectives, then delivering specific means of helping buyers achieve those objectives.
Expanding on the EDGE Framework, sellers learn how to focus on value for the buyer by executing the Objective Based Discovery methodology.
Objective Based Discovery consists of a five plank platform for engaging with prospects, co-navigating the buy/sale cycle and driving sales success.
The Objective Based Discovery method is a proactive way to work with all segments of the market, including those often overlooked or ignored buyers usually ladled as “Status Quo”. Habitually overlooked because most sellers do not possess the process or skill to engage with this group of buyers rich with potential and opportunity, choosing instead to spend time chasing self-declared buyers – same buyers already pursued by others, buyers in a position to drive down your price, margins and values.