Advanced Discovery: Digging Deeper
Basic discovery tells you what is wrong. Advanced discovery tells you what it costs. To move from a salesperson to a Growth Consultant, you must learn to ask probing questions that uncover the financial and operational impact of a client’s problems.
Surface vs. Probing Questions
“Your contact form is broken.”
(This is just a technical observation.)
“How much revenue are you losing every week because that form is broken?”
(This uncovers the financial pain.)
Mastering the Dialogue
📍 Quantify the Impact
Encourage stakeholders to attach data to their problems. If a process is slow, ask: “How many man-hours are wasted on this manual task every month?”
📍 Identify Bottlenecks
Invite detailed insights into inefficiencies: “Tell me more about how that manual process slows down your team’s ability to serve customers.”
The goal of advanced discovery is not just to identify problems, but to transform insights into actionable strategies. When the client realizes they are losing $5,000/month to a $2,000 problem, the sale is already made.