Optimize your b2b sales pipeline in Vendor negotiations

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hello and welcome to our video about discovery meetings The crucial moment in B2B sales process in this meeting we determine if we can help our customers or if there are no conditions to move forward traditionally pipelines move from lead to proposal or negotiation stages without really understanding the customer's needs but with a discovery meeting we can use techniques to uncover critical information and verify viability on a business commitment checklist here are the steps we recommend for a successful Discovery meeting one welcome and meeting objectives review two company presentation three mapping critical challenges or needs four critical problems and Trigger event discovery five customers current conditions to solve the problem and alternatives six customers maturity level to use your solution let's take a closer look at what each of these points entails welcome and meeting objectives review it is crucial that you lead the meeting with empathy and Clarity always respecting the attendees time we recommend considering the following points to start the meeting one welcome everyone and introduce each person offering to start with the clients who remind everyone of the meeting's objective based on the email you sent previously especially emphasizing the idea of understanding the client's current context and delving deeper into the challenge to be solved three explain the discovery process tools and the duration of the meeting inviting participation team and Company presentation in tribe user team and Company briefly then explain the tools and time box to respect your customers time it is important to ask your customers if they already know the digital board you will use in case someone is not used to that tool please make a brief intro it will help to collaborate let's start the understanding process Mappy NG critical challenges slash problem slash needs share your digital board with predefined canvas and lead your customer with questions to identify their critical challenges problems and needs this will help you and your client to align understanding on what they're struggling with and what they really need remember if you are paying the dollar eight USD premium template you will get three videos with different techniques to map this problems using Myro critical problem trigger event determine the cry tickle problem trigger event that prompted the customer to look for Solutions understanding this will help you to propose a solution that is both timely and relevant current conditions to solve the problem I'd in taifi the current conditions that are necessary to solve the problem such as teams Finance infrastructure deadline and implementation readiness customers mod already level to use your solution finally determine the customer's maturity level to use your solution this will help you to gauge how ready they are to implement your proposed solution