---
tags: Week 7, H3, M11, A2, Discovery
---
# Focus on the "need"

Now you might be thinking - isn't it a little aggressive to start a conversation talking about budget? Won't I lose the deal?

**Absolutely.**

Even though you want to be qualifying your prospect at this stage, you also want to make sure you don't lose them by being too direct and salesy. Remember, you shouldn't start selling to a prospect whilst they're still in education mode!

:::info
💡 **BANT and other frameworks give you the main *criteria* for qualification, but they doesn't give you a structure on how to perform that qualification**. Your discovery call should aim to qualify for those criteria, but not necessarily in that order.
:::

We will cover how to conduct a discovery call in-depth later in the course, but here is the general idea:

1. First, you explore your customer's **"need"**. This takes up most of your call.
2. Then, you focus on securing **buy-in** (your prospect acknowledges your product will provide value).
3. Only *if* and *once* you secure buy-in, you move on to ask about **budget, authority and time** or any other criteria.

Need exploration does not mean to simply ask one question about their current pain points. It really means to gain a deep understanding of what their problem and resulting needs are.

Makes sense, right? :)

{%youtube kycZQdHt9d8 %}

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