Tips for Sales Discovery and Relationship Building

90% of salespeople run terrible discovery calls. At best, they "check the boxes." At worst, they annoy the hell out of buyers. Use these 5 tips for discovery calls that buyers actually THANK you for: 1. "Prime" the call for success. Bad discovery calls start with bad expectations. You do one thing (ask questions). Your buyer expects another (demo). Get the first 5 minutes of the meeting right: After a few min of small talk, say "Do you mind if we talk about the agenda?" Then ask: "Here's what I have in mind for this call. Lmk if you're thinking something different. This meeting will be successful if ________________. Does that feel right?" Fill in the blank with an objective. THEN set the agenda to get there: "The way we'll accomplish that is first by talking about X, then Y. Anything to add or remove?" Do that, and you're ahead of most sellers. 2. Match your questions to the buyer's journey Meet your buyer where they stand. If they're exploring solutions, ask: "What's driving you to explore this category?" If they're not, and they're still crystallizing their challenges, ask: "Let's talk about the top challenges in [you area] that would be an issue if you didn't solve in 6-12 months." The point? Your first few questions should "meet them where they stand." Match your questions with the buyer's journey stage. 3. Firm up the 'why' When your buyer gets off the Zoom call: - they have 100s of emails - they have missed phone calls - their Slack is lit up like a Christmas tree They'll forget about you. Unless you get to the 'need behind the need.' Ask this: "What's going on your in your business that's driving [challenge they shared] to be a priority? What's the origin story of how this challenge got prioritized?" That question is as close to magic as you'll find. 4. Banter on the root cause Bad salespeople do nothing but get information. Great salespeople *create value* in the sales cycle. Here's how: Help your buyer think through the 'root cause' of their problems. - Offer new perspectives - Share what you see with customers - Ask challenging (but tactful) questions Business problems are messy. They're hard to figure out. If you help them do that, you create value. 5. Quantify the value 'Quantifying value' is misunderstood. Most sellers: Do it because it serves you, the seller Great sellers: Do it because it serves the buyer When you help your buyer quantify the value: - you help them appreciate the full magnitude - you help them know what they can ignore - you help them set priorities Try asking: "What metric will improve the most if you solve this issue?" That will start the process. - What tips would you add for better discovery calls that buyers enjoy? P.S. I've kept a list of 39 questions that sell over the last 12 years. These come from watching 3,000 Gong calls, and running over 1,000 discovery calls myself. Here's the free list of 39 questions that sell: https://go.pclub.io/list

Looking for the best first meeting framework? My method has almost 100% conversion from first meeting to second This will make you stand out, earn the right, and kick conversations off in a professional way that truly puts you in the top 1% of any first meeting a buyer will have with a seller There are 3 parts (Preparation, Presentation, Correction) 1) Preparation - this is where you build your hypothesis (be a detective) -LinkedIn Profile: Who is this person and what do they care about? -Company Website: How do they make money, what problems are they likely facing, and how does this person help solve those? -Firmographic & Competitor Data: How do you help their competitors or companies / industries like theirs? (news, annual reports, 10k, anything else you can find) 2) Presentation - this is where you create a "WOW" moment -Your buyer's LinkedIn profile picture on the slide -A few lines of text around role-specific challenges, the problem as you see it for them, and a few key areas you believe you can help them with -These are the hardest-hitting hypothesis points on pain, problems, impact -Keep it to 3-5 tops you will spend time unpacking this slide 3) Correction - present your hypothesis and have a discussion After a bit of rapport building, show the slide: "Before I meet with anyone, I like to do my homework to make this as fruitful of a conversation as I can. "As an outsider looking in, here are some things I am seeing" Now explain the slide: "But, I am likely wrong about this, can you help me understand where I am tracking and maybe dig deeper for me, and then please correct or elaborate where I have missed the mark?" People love to tell you when you are wrong They are also even more impressed when a stranger is right Then allow an organic back-and-forth conversation to take place until you truly understand the problems they are looking to solve, why now, what happens if they don't, and bring insight into how you can help This serves as your entire discovery conversation From there you can use your normal slideware or demo, but you tailor it to what you have learned in the initial slide conversation and then close for next steps If executed correctly, you have done some key things right: 1. Impressed them with your preparation -(you came to play and earned the right) 2. Created an environment for a business conversation -(you showed insight and thoughtfulness) 3. Uncovered problems you can help them solve and showed how -(you showed expertise and humbleness) How does this compare to your current approach? Do you see how this can separate you from everyone else? Yes, it takes more work, but it is as close to a silver bullet as I've seen for creating the best possible chance of success in your first meeting, and if you can't convert first meetings, nothing else matters. If I can help with this, let me know 👋 If you liked this, give me a follow ♻️ Repost if this landed with you.

Storytelling is so important, but most reps don't use it enough. Here's an easy way to benefit from the power of storytelling in discovery. One area that many reps feel awkward about is how to start discovery. When done wrong, the transition can feel like starting an interrogation session. You can avoid that feeling by starting discovery with storytelling using a Visual Context Question (VCQ). What's a VCQ? A VCQ is a something that paints a mental picture (visual - V) about a scenario you can create value for (context - C) using a story that ends in a question (question - Q - haha!). Example: "Betty, mind if I ask you a question to start a conversation that helps me understand your situation and/or challenges better? Let's say that you are in a meeting room. Your CEO walks in and looks upset. She grabs a red marker, walks up to the whiteboard, and writes 2 numbers on it. She breaks the marker underlining the second number, then walks out of the room. What did she write on the whiteboard?" Let's break down this VCQ: 1. Did you picture in your mind the CEO and her storming out of the room? You did. It's like me saying "pink elephant." Your mind creates a mental picture. It can't help it. This is more mentally engaging than "What are your top challenges?" which offers no mental picture at all. 2. Subconsciously, your mind included in that mental image the 2 numbers the CEO "wrote" on the board. When I ask you to recall that information, your answer is influenced by the pre-work your brain has done as part of the mental image it's created. 3. This is easily adjustable to other scenarios like "You walk into the break room and 4 of your reps are huddled around the table and are complaining about something. They immediately stop talking when they see you, but what did you overhear?" Create a scenario that makes sense to you but requires a bit of a story. 4. People engage in stories. You create a stronger relationship by kicking off discovery with a story rather than a standard question. It changes the tone and feel of your discovery call. People will lean in more. 5. When you put people in a frame of mind that isn't a discovery call, they'll talk more or with higher quality. Buyers are trained on how to deal with sales people over time. This is a great pattern interrupt that gets you information other people won't get bc buyers go into "I'm going to get sold" buget-protection/risk-aversion/resistant-to-change mode. Sometimes, this technique bombs, but more often than not, it helps you do better discovery, and better discovery creates more wins!

Struggling with your discovery calls? Let’s change that I just wrapped up an awesome session with Leslie Douglas on the Sell Better show and we dove deep into the art of discovery calls Here are some highlights and my must-have questions to level up your game ⤵️ 𝘿.𝙄.𝙎.𝘾 𝙁𝙧𝙖𝙢𝙚𝙬𝙤𝙧𝙠 𝙛𝙤𝙧 𝘿𝙞𝙨𝙘𝙤𝙫𝙚𝙧𝙮 𝘾𝙖𝙡𝙡𝙨 𝗗 - Discover the prospect’s business and strategic goals • "What are your top priorities and goals for this quarter/year?" • "How are your current processes aligned with these goals?"    𝗜 - Identify pain points and requirements • "What challenges are you facing that prompted you to seek a solution?" • "What solutions have you tried, and what were the outcomes?"    𝗦 - Scrutinize the decision-making process and competitor landscape • "Who are the key stakeholders involved in this decision?" • "What criteria do you use to make your final decision?"    𝗖 - Clarify success metrics and establish next steps • "How will you measure the success of our solution?" • "What are the next steps from your perspective?"    𝙈𝙮 𝙈𝙪𝙨𝙩 𝙃𝙖𝙫𝙚𝙨 ⤵️ • Understand their top 2-3 strategic priorities • Identify their biggest risk in new launches • Know their current metrics and where they want to be • Quantify the ROI they’re looking for • Learn what they’ve tried and why it didn’t work    Discovery isnt just a stage Its an ongoing process Keep digging, keep understanding and you’ll stop the status quo from eating you alive P.S. What are your go to discovery questions? Lets share and learn together!👇

🌟 Unlocking Insights: The Top 10 Best Discovery Questions to Elevate Your Sales Conversations! 🚀 Hello Small Business Sales Leaders! Mastering the art of discovery is the key to understanding your customers and tailoring your approach effectively. Here are some of the best discovery questions to guide your sales conversations: **1. "Can You Walk Me Through Your Current Challenges and Pain Points?" Understanding the challenges your prospect is facing provides valuable insights into their immediate needs and priorities. **2. "What Goals Are You Looking to Achieve in the Next Quarter/Year?" Aligning your solution with the prospect's goals allows you to position your product or service as a strategic asset to their success. **3. "How Does Your Decision-Making Process Typically Work?" Uncovering the decision-making dynamics within the prospect's organization helps you navigate the sales process more effectively. **4. "Who Are the Key Stakeholders Involved in This Decision?" Identifying and understanding the key decision-makers and influencers ensures you engage with the right individuals throughout the sales journey. **5. "What Solutions Have You Tried in the Past, and What Were the Results?" Learning about past solutions provides insights into what has or hasn't worked for the prospect, guiding your recommendations. **6. "What Timelines Are You Working Within for Implementation?" Understanding the prospect's timelines allows you to tailor your proposal to align with their urgency and priorities. **7. "How Would You Measure Success in Implementing a Solution Like Ours?" Defining success metrics ensures that both you and your prospect have a clear understanding of what a successful partnership looks like. **8. "What Concerns or Objections Do You Have About Implementing a Solution?" Addressing concerns upfront allows you to build trust and tailor your pitch to alleviate any reservations the prospect may have. **9. "Can You Share Insights About Your Current Vendor or Solution?" Gaining insights into the prospect's current relationships helps you position your solution as a valuable enhancement or alternative. **10. "How Can Our Solution Best Support Your Unique Business Needs?" Tailoring your solution to the prospect's specific business needs demonstrates a commitment to a personalized and impactful partnership. 🚀 Pro Tip: The art of discovery lies in active listening and adapting your questions based on the prospect's responses. Make it a conversational exploration rather than a checklist. Ready to Elevate Your Discovery Conversations? Let's Connect! If you're looking to refine your discovery process or discuss how to tailor these questions to your unique sales landscape, let's connect. Together, we can unlock valuable insights that drive successful sales outcomes. Here's to impactful discovery conversations and the thriving journey ahead! 🌟💼 #SalesDiscovery #ElevateConversations #UnlockInsights 🚀✨

My best tips for discovery, demos and getting promoted. 𝗗𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆: 1. The menu of pain by 👩🏻🏫 Krysten Conner Can be used right out of the gate or after they share about their business: "I work with a lot of founders in your situation and usually they’re focused on a couple things: Priority 1 [short description] Priority 2 [short description] Is that the case for you or is something else more important to your business with this project?" 2. Use the following structure: Intro and agenda > discovery > teaser demo > recommend next steps. The intro and agenda should be short and sweet with limited small talk (if any). The discovery should use the Menu of Pain to understand their #1 priority. The teaser demo should be 1 feature that directly aligns with their #1 priority in order to build interest for the next call. When you recommend next steps, It should be a longer call (45 to 60 mins) and call out specifically what you'll show and why. 3. Share pricing on the first call. High level to give the customer a ball park. But also explain that there are levers like implementation size, timelines and commitments that you'll use for a custom proposal. Use that proposal as one of the things you'll cover in depth on the next call :) 𝗗𝗲𝗺𝗼𝘀: 1. Use 2 slides to start the call. First a "what we heard" slide that recaps the last convo, key priorities and desired future state. Second, a "where we'll go slide" that clearly lays out the features you'll be showing that are directly tied to their priorities. 2. Instead of asking "any questions?" after showing something ask "what was running through your mind as I was showing that?" or "on a scale of 1 to 10 how would you rate that feature for solving [#1 priority]?" 3. Use the following questions I learned from Chris Orlob podcast to start your mutual success plan: - What steps are needed on your end? - Who would be involved on those steps? - What would make them say yes or no to a project like this? Ask the questions in that order. 𝗚𝗲𝘁𝘁𝗶𝗻𝗴 𝗣𝗿𝗼𝗺𝗼𝘁𝗲𝗱: 1. Manage up well. Drive 1:1s with your boss. Align on their priorities and use data to show your results. Communicate your goals/ambitions and ask for tough feedback for how you can get there. 2. Helping the team. Create quick and dirty 1 pagers in gdocs with your process. Present strategies and deal reviews in team meetings. Share call snippets with strong talk tracks, or valuable situations to learn from. Hope your Q1 is going well, Mike G 👉 The Best Sales Course is 250+ pages of scripts, templates and strategies for all things outbound prospecting and selling: https://lnkd.in/gP_-mVXR

Master the Sales Call: From Discovery to Close Founders, struggling to close deals? Let's break down the key elements of a winning sales call: 1. Powerful Discovery Questions: - Uncover Pain Points: Ask questions to identify your prospect's specific problems. - Focus on Solutions: People care about solving their issues, not your product. - Let them Talk: Encourage them to elaborate on their challenges. Remember: Discovery is crucial! By truly understanding their needs, you can tailor your pitch for maximum impact. 2. Feature-to-Solution Mindset: - Don't Sell Features: Highlight how your product addresses their specific problems. - Become a Problem Solver: Frame your solution as the answer they've been searching for. - Founders: You have a unique advantage in positioning your product as the perfect solution! 3. Anticipate and Address Objections: - Identify Common Concerns: Through customer calls, you'll discover recurring objections. - Prepare Rebuttals with Examples: Have data and success stories to back up your claims. Pro Tip: Document answers to common objections for easy reference during calls. 4. Empower Your Champion: They Advocate in Your Absence: Equip your champion with the information they need. Provide Sales Tools: Create a master deck, infographics, and ROI justifications for them to use. Remember: Most buying decisions happen when you're not in the room. Give your champion the tools to champion your product effectively. 5. Always Ask for the Next Step: Don't Leave it Hanging: End the call with a clear action plan. Schedule a Follow-Up: Set a date for a proposal, meeting, or next steps. By mastering these elements, you can turn your sales calls into successful closes. #Founders #SalesTips #SalesCall #GrowthHacking

Here's the list of my favorite discovery questions I shared on last week's Sell Better show. If you asked me for this list 10 years ago, none of these Qs would've been on it. It took me losing a lot of deals to "no decision" to realize where my deals were falling apart. Here's what I learned. It was easy for me to get happy ears when a champion wanted our solution. Especially when they were C-level. What I failed to realize is, it's rare for an entire buying group to share the exact same POV on business problems and priorities. Example (from when I sold a sales methodology): CRO thinks they need a new sales methodology. VP Sales - East thinks they need to buy a call recording software. VP Sales - West thinks they just need negotiation training. CEO thinks they need to hire more SMEs. HR thinks they need to re-org the sales team. Marketing thinks they need to spend more on events. Each person has a different take on the "right" solution, because they have different takes on the "right" problem to be solved + the root cause of that problem. So, job #1 is to aid our champion to get group alignment on the problem. Slow down your champion in discovery with these questions. Help them think through alternative points of view. Help them seek disagreement, before they seek agreement. Once I got good at this, it almost always opened the door for them to bring in the rest of the buying group early for a group meeting with me about the problem. Because I wasn't pushing a solution. I was aiding in the group's collective understanding of the problem. Those deals moved the fastest for me. Not always to a 'yes'. But, I'd much rather get a fast 'no' over a slow 'no decision'.

Prospects aren’t targets. They’re humans. Humans respond best when they feel understood, not convinced. The best salespeople know how to make others feel heard. When you ask a question, then another question, then another unrelated question, discovery calls can feel like interrogations. If you don’t listen and instead rapid-fire scripted questions, it feels like you’re not genuinely interested in the response but rather focused solely on your agenda of quantifying pain so you justify your solution. If people don’t feel understood, they’re not going to trust what you recommend. The way out? Ask fewer questions on discovery calls. Go deeper. Like a therapist: “What’s on your mind?” (Inbound.) “How's it going?” Mute. (Digging deeper) “Afraid to dial?” (Digging deeper) “It’s like the phone is a cactus.” Mute. (Digging deeper) “What else?” Mute. “There are so many sales trainers. What prompted you to call us?” “What's the real challenge?” (Digging deeper.) “What's your perspective on why that is?” “If you're looking back 6 months from now, what has to have happened for you to feel really happy with your progress?” (Digging deeper.) “How so?” Don't ask a digging deeper question if you're not curious about the answer. When people feel understood, you build trust. And in a world of similar products, trust is why people choose you. Seller’s don’t have the answers. Buyers do. The seller’s job is to draw them out. Learn the gentle art of making others feel understood here: https://lnkd.in/eVfUevmz