Back to the basics II

After qualification comes discovery. Depending on the situation this may be reversed with qualification.

Discovery is very important. It is key to understand the business reason for purchasing the solution. This is not speeds and feeds, rather providing a business need. IE email, remote access. More specific, the ability for users to be more productive. This is what you are really selling.


Using the discovery, you are tailoring a solution that meets the customers direct need. You are not providing some speeds and feeds doc. Rather a complete answer to the problem.