The 7-Step Discovery Framework for Winning Your Discovery

Steve Reid created this framework to put the customer first and start a dialogue:

1. Start with Socratic Questions:
   Begin by engaging the customer in a two-way conversation by asking insightful questions. Uncover their needs, challenges, their ideal solution, the business impact they desire, and the decision urgency they feel. Let them do most of the talking.
2. Provide a Confirmation Statement:
   Confirm your understanding and show you’ve listened well by summing up what you heard by highlighting the customer’s objective, obstacle, and urgency.
3. Diagnose:
   Use what you learned to diagnose the customer’s use case and to establish a focus for how you will present your solution value.
4. Value Alignment:
   Share insights and perspectives in the form of market proof, business impact, and customer proof to establish value, expertise, and authority.
5. Solution Snapshots:
   Showcase a few key features of your solution using the Tell-Show-Tell model. Align what you share to the specific needs the customer identified during your discovery questioning.
6. Decision Insight:
   ‍Engage with your customer to qualify their Decision Intent. Learn about the decision process and timing and identify the members of the buying group.
7. Next Steps:
   Agree upon clear and definitive next steps. Get it on the calendar. Email a summary of your discussion to the customer, and update the CRM with meeting notes.
   
   💡Instead of lengthy emails, try a digital deal room like Recapped to consolidate the summary, business case, next steps, and more. Here's a Mutual Action Plan template to get you started.

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