Sales discovery for Finance

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next thing we're going to talk about is sales skills and SIL skills you may recall from the previous session where we talked about sales process that we pick one particular one discovery now what I'm gonna do with discovery I'm gonna hone in and I'm gonna create a specific ax and y chart on the x-axis we're gonna see time how does a conversation take place over time while horizontally I'm looking at how engaged is the customer and we've engaged me are they interested or it is just simply doing email email doing here engaged all the way up and that conversation takes place I'm identifying subtasks of the discovery goal for example one of the first tasks that we that we learn is we need to ask questions and you know there's different kind of questions so in this case I'm gonna use situational questions situational questions indicate something like how many people you have on your company and so on following a series of situational questions and by all means not too many two or three situations are enough after that the customer starts feeling that they're being interrogated after situational questions we have pain questions now paying questions are more related to the problems that they're having based on that we are running what we call a summary so mr. customer or mrs. customer if I got a right you have this situation in this situation causing you to that pain am I correct when the customer says yes you have that correct great you can now start on the flowing part you can for example show empathy what is empathy empathy and sympathy are two forms of describing that you actually have have that feeling is I've heard this before now empathy means that you actually have done and felt it sympathy means that you've heard it before but you've never predict break up experienced it you do not have the scar so to speak and so what we see down here following a something the summary we empathize with the customer allowing us on that top end to go to what we really want to get to to start the impact conversation how does this service go impact your business what you find however if you do it wrong that after the summary if you start pitching down here and you start describing your solution then essentially you are solution selling this is what we call solution selling solutions on right here now there's another way that you can do and the longer by the way you pitch the more that that engagement drops you know like a thirty to sixty second pitch is can be quite upsetting to the customer this is way too much talk about you the other thing that you can do sometimes you can reset that conversation if you want it to be because you go like look I don't have a solution to the prayer to that particular pain in that case you can start asking new situational questions followed by new paying questions and what you see that if you do that you essentially get this rhythm this rhythm is a solution sales rhythm it's a cycle of I hear a pain and I sell a solution to you whereas this particular cycle all the way up here this cycle that is a consultative cycle where I'm listening you I identify how I can impact your business that is the consultative cycle now what you'll see what we have done we have started to take the discovery recall and created sub pieces of it situational questions paying questions sequences of questions we started to create an ability to summarize empathize we may insert down here particularly use case stories to let the customer know you're not the first reminds me of XYZ person XYZ and what that is it allows us because we were blueprinting this particular skill of a discovery call because we're blueprinting that I'm recreating that and writing it out it allows us to improve and get better with every time we do this this form of blueprinting gives us turn-by-turn directions on what we can and cannot do if we achieve the summary and we like to pitch against it we can but we got to keep it short if this is a great summary and we can of the problem show empathy and go to impact that is really the nature of what we're trying to do we're trying to step through that model that gives you an idea on how that we can our blueprint every one of the processes that we identified in the sales process do you start to see it you get it if we define a process in the right blocks and we create the right blueprint we can create repeatable success and if we treat everyone ing to the data model up by one two or three percent we can actually get better every time we can learn we can pass it on from one sales part of the organization to the next one and that is the key about the SAS sales method it's got to be repeatable it's got to be data-driven and with with turn-by-turn direction from these blueprints that we're creating we're essentially increase the level of quality of the sales organization and that is the power of blueprinting sales skills are you ready to take one on yourself let's do it [Music]