Sales Discovery & ROI

Learning Objectives (KEY TAKEAWAYS)

Describe how to lead effective discovery calls, continue discovery throughout the rest of the sales process and gather the information that will help the buyer buy.   

Overview

The intro or discovery call sets the tone for the rest the interactions we have with our clients and your success in closing the deal.  Discovery is a tool we use to understand what our customers challenges are, how important solving these challenges is, who cares, why it’s important to solve these challenges now.  This helps our prospects understand the same and connect how we can get them to their ideal state.     

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Blockers

What are some of the things we do to prevent us from executing our intro calls well? 

  • We jump right into our solution.

  • We spend too much time talking about the weather.

  • We listen to respond.

  • We don’t connect the dots for our prospect. 

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Your Mindset & Emotions around the Intro Call

  • Mindset - Understanding the prospect and if we can solve their challenges. 

  • Emotions - How does the prospect feel about exploring this project and moving through the sales process?

Structure of an Intro Call

Part I: Intention & Call Prep  

  • What is the intention of the call? 

  • Call Prep - understanding the company. 

Part II: Understanding the customer challenges, building rapport and trust.

  • Agenda & Check on time. What else did you want to understand leaving the call? 

  • Current State: What’s happening today? 

  • Future State: Where do you want to get to? 

  • Blockers: What’s in the way? 

  • Implications/ Deeper Business Impacts: What’s that causing you, your team, the business?

  • Who else cares about this?

  • What happens if you don’t make any changes?   

  • What are the metrics or goals? 

Break - Did we miss anything? What I heard was…

Part III: Your turn, share about: 

  • Solution -- How could your partnership help them?  What proof/stories are you going to share? 

Break - What are you taking from this call/ from what I just said?

Part IV: Closing

  • Next Steps - Explain what happens next on your end.  Ask What needs to happen next on your side? 

  • Schedule Next Call   

  • Send Follow up Email 

  • Schedule value add you can send within next week

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Guided Practice

Pods & 1:1’s

Independent Practice

Review 2 of your calls.  Make note of an objection, what you think went wrong, how you would handle it differently in the future

 

Resources

 

Dream it.

It all begins with an idea. Maybe you want to launch a business. Maybe you want to turn a hobby into something more. Or maybe you have a creative project to share with the world. Whatever it is, the way you tell your story online can make all the difference.

Build it.

It all begins with an idea. Maybe you want to launch a business. Maybe you want to turn a hobby into something more. Or maybe you have a creative project to share with the world. Whatever it is, the way you tell your story online can make all the difference.

Grow it.

It all begins with an idea. Maybe you want to launch a business. Maybe you want to turn a hobby into something more. Or maybe you have a creative project to share with the world. Whatever it is, the way you tell your story online can make all the difference.