What should a founder ask instead?
Each of these starts with something the buyer said. The first reply is the one that comes naturally when you built the product. The second keeps the buyer talking about their problem, so you learn what it is worth to them.
When they describe a problem
Our team spends Fridays fixing the export by hand.
We automate that. Let me show you.A demo before you know what those Fridays cost them.
You mentioned your team spends Fridays fixing the export. What does that keep them from doing?It builds on the impact, in their words.
When they mention what they tried
We tried building this ourselves last year.
Ours does far more than an in-house build.A comparison before you know why their build stopped.
You mentioned you tried building this yourselves. What made you stop?It goes after the cause.
When they name a deadline
We need something in place by the end of the quarter.
Great, we can start a pilot next week.A pilot with nothing to prove yet.
You mentioned the end of the quarter. What happens if nothing is in place by then?It asks what happens next, and how much it matters.
More questions like these: how to run a discovery call. Before you agree to a pilot: how to qualify a POC.
How does Veracity help a founder on the call?
It runs on your computer beside Zoom, Teams, Google Meet or Webex. While the buyer is still answering, it writes one open question of 20 words or fewer. As they keep talking, the question upgrades in place with what they just said.
Before every call, Veracity searches the web about your prospect's company and reads their website. It also researches the people you're meeting by title and industry: what someone in their seat is measured on and worried about. An opening question is ready when the call starts. When the buyer turns technical, answers come from your own docs, with the files named.
How do you know you're getting better?
When you're the only one selling, nobody reviews your calls. Veracity does it after every call.
- A recap with Diagnosis, MEDDPICC, Risks and Improve sections.
- Every question graded by the Question Tutor, with the sentence you could have said instead.
- A rating that moves with your call quality, and one thing to work on next.