Sales discovery for management

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okay you've heard the term Discovery call a million times but what is it do you need one and how is it handled [Music] [Music] hi entrepreneurs I'm Vicki Brown and you're in the right place if you want to engage your team boost your business and grow your leadership muscle now a discovery call can be one of the most valuable Tools in your business and they work for all types of businesses coaching Education Service Consulting that's because the purpose and base of a discovery call is to find out if you and your services are a good fit to solve the client's problem but and this is often overlooked it's equally important that the client is a good fit for you a discovery call is an exploration hence the name who are they what are they concerned about how can you help so during this episode we're going to go step by step through what you should ask during a discovery call to get the valuable information you need to make the right choice now start out by thanking them for their time because there's nothing wrong with being polite and ask how they found out about you don't forget this point because it's helpful in pointing you in the direction of which of your marketing efforts are working and how well they might be doing so always ask and besides if they're a referral that's good information for you to have too foreign now it's important that you set the tone of the call take charge gently outline the goals of the meeting and give an overview of the agenda let them know you're anticipating the meeting will be X minutes long because no matter what you do don't allow yourself to get stuck in an hours-long dissertation on every grievance they may have tell them you're going to ask a few questions about their organization and any challenges they may be facing and you'll tell them a bit about your company and how you could help and then take it from there start with the vitals what are the details of their company how many employees how long have they been around where are they located how many locations do they have what Solutions have they used before what did they like or not like about those Solutions what's happening is you're trying to get all the background information you can so you have a foundation to work from now I suggest you put the detail related questions that make sense for your business in a checklist then always use the checklist because that way you won't forget anything when you're on the call now for the next part you're going to use open-ended questions about their current challenges and obstacles what are they struggling with what ultimate goal are they trying to reach what does success look like what is or has been standing in the way of them reaching that goal how did the concern come to their attention you see these questions can help you get to the heart of what's bothering them and don't just relegate your questions to facts try to get it how they feel does that make you feel like there isn't an answer how did you feel when the solutions didn't work without getting deeply into sales psychology just remember that you have to access the emotional part of their brain to make a successful sale sure part of it all is what they think but the biggest part is how they feel how they feel about the problem and how you can make them feel about your solution now that you know what's setting their hair on fire it's time to talk about the solutions you can bring to the table and don't just rattle off a list of features or products show that you actually heard what they were telling you by relating specific solutions to specific problems they're facing give examples of how your solution solve the same problem for another client be specific and relate everything back to solving their problem because actually no one cares about what we all do for a living they only care about how we can make their day better next up you'll need some details on how they Envision the process unfolding are they vetting other providers where are they in that process beginning middle or are they at the end of the process what do they anticipate to be the timing would they want to engage someone next week next month or next quarter [Music] and finally what is their budget now I know this one is a Hot Topic but you have to at least ask and you can absolutely believe that they're going to ask about pricing now there are different schools of thought around pricing some gurus say never mention price during the discovery call others say never send a proposal with prices only deliver them when you can be present to walk the client through the items for me I say do what you feel is right for you and your business now foreign I generally like to send a proposal with the fees outlined following the discovery call I'm not keen on giving a price on the phone because I want to review all the details of the discovery call before we put the fees together but yes I absolutely do include our fees in The Proposal I don't want the prospect to feel like we're playing some sort of sales game with them I know they need the numbers and I know will be part of their decision making process so I just put it all out there now another important point for entrepreneurs don't negotiate against yourself if you're anything like me before you even put the numbers in the proposal you start second guessing yourself listen your service is worth what you said it's worth price your services fairly and then put your numbers out there without hesitation worst case scenario they won't select you because they'll think you're charging too much well provided you're charging reasonable Market informed fees then let them go they would end up being the client that nickeled and dimed you to death anyway they aren't the client for you now best case scenario they'll engage you on the spot but honestly most times it's someplace in the middle a little spark a discussion and that's a good thing too and finally end the call by locking down the next steps is there someone else you should meet with are you sending a proposal what happens next if you use this framework you're sure to have a productive Discovery call every time if you found this information helpful Please Subscribe and share and if you're struggling with how to get your business off the ground and what comes next we'll check out the leaders Journey business Builder I designed this completely free video series to help you with figuring out who your customer is and where to find her how to sell without selling how to package and deliver your service and much much more check it out by using the link leadersjourneyexperience.com and remember your inspired leadership is the secret sauce to having a high performance team and a wildly successful business you'll love I'll see you next time on Leader's Journey [Music] foreign [Music]