Sales discovery for operations

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you're on a discovery introductory call with a prospective client you just delivered your agenda that you learned about in a past video if you haven't watched that video check on that above my head right here the goals of the call the upfront contract you started the call the right way now it's time to start asking questions to understand their situation understand their pain to understand if what you sell can help be of service either now or at some point in the future so you start asking some questions to the prospect and the prospect is giving one to two word answers back little detail little you could do with it very very frustrating i've been there so many times from asking questions to the prospect to understand what's going on and i'm getting one to two words back and i can't do much with it in this video i'm sharing with you guys a questioning technique that i use to get detailed long responses back from prospects on discovery calls this is one of my favorite tips on discovery calls that i use every single day so i know it's going to help you guys out too let me know what types of content you want to see on this channel going forward whether it's cold calling content prospecting door knocking real estate discovery demo closing negotiating whatever it is let us know the specifics in the d in the comment section below and francois i will make it happen hit the notification bell to get notified every tuesday and thursday when we post new content and like the video and subscribe thanks for watching guys let's get into it great sales questions accelerate and define your deals and bad sales questions stall it and eventually kill it i learned this questioning technique from god i've mentioned and referenced guy in multiple videos in the past i'm going to link the study in the description of this video so definitely check out god awesome awesome sales organization they're doing a lot of cool stuff when it comes to sales and mostly how to run better effective discovery calls i got a lot of my tips from gong so definitely check that out but you will get delegated to the person you sound like so if you're on a discovery call with a prospective client and you're asking simple questions easy questions you're going to get delegated to people in the organization who are lower on the totem pole you're not going to be speaking to the c-level executives the decision-makers who are going to sign on the dotted line you're going to get pushed down because you're asking simple questions if you start asking questions that get the prospect to really think and challenge the status quo of their current situation you're going to be put in the bucket of building trust building credibility you're separating yourself from all the other simple sales people who don't watch these youtube videos so once we start asking questions to get the prospect to think we're building credibility we're building trust which is what this is all about super super simple technique here it is so for example a question that i always ask on discovery calls is around you know enrollment setup and configuration of mobile devices right so if i ask the question what does your process look like to set up and configure your devices that's one way to ask that question the second way that you could ask that question francois can you walk me through let's say for example i just noticed on linkedin that you folks are growing like gangbusters i think it was north of 50 in the past 12 months we have 161 job openings let's say for example i applied to one of those 161 job openings got the interview did well got the job signed the offer letter i start in two weeks i don't want a macbook i want a windows laptop can you walk me through what the process looks like to set up and configure my windows laptop and get it into my hands for my use that's how i ask my questions the second way not the first way you're painting a picture for the prospect the first question how i asked it what does your process look like to set up a configure mobile devices that prospect can answer that question so many different ways when i provide as much detail as possible i'm going to pull out of them what i'm looking for i have this right above my head right here on my wall this is where i do all my sales discovery calls remote start questions like this can you help me understand can you walk me through talk to me about out of curiosity it's very rare when i'm not starting one of my sales discovery questions at the start of a conversation with one of those word phrases and i put those four phrases on my wall if i turn my camera on you would see it right above my screen and i'm always referencing back and looking on my discovery and demo calls to remind myself ask questions with those phrases and add as much detail as possible you're going to get longer more detailed response from your prospects this is a simple tip guys but if you start implementing it i know it's going to help you out right away to get those long responses to build more trust more credibility get more information that you can leverage in your sales conversations to move the deals forward i hope you guys got value from this video let me know what you think in the comment section below again i'm going to say it again can you help me understand can you walk me through can you walk me through is probably my most popular phrase that i use to start questions talk to me about out of curiosity start using those four phrases today and you're gonna see much more success in advancing your sales conversations to eventually close thank you for watching this video like it subscribe hit that bell to be notified every tuesday and thursday when we post new content on the channel thanks for watching guys we appreciate you