Sales discovery for pharmaceutical

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I close 45 of all the sales calls that I get on I get this closing rate because I treat the prospect as a patient in an initial sales call and I do that by positioning myself as a doctor whose job it is to truly uncover the buyer's paid and then actually go and resolve it now I know that we've got a great product over at salesman.com and I also know that most of the time if I can show the prospect that the pain of doing nothing is higher than the pain of solving the issue then they're going to want to get started that's where this High closing rate comes from and in this video I'm going to show you the eight Discovery call steps that get me to that final purchasing conversation with the buyer and most sellers that I train are surprised by how I handle step number six [Music] hi my name is Will and I make selling simple if you want to grab our book so I made simple click the link in the description below step one of the discovery call or as we call the diagnosis calls is to uncover the pain that the prospect is actually in and I like to start with super open-ended questions like hey what led you to getting this call booked in with us today if that uncovers the pain then I want to address why this hasn't been resolved in the past so I ask a question like hey what's stopping you from solving this yourself or have you used other sales training providers in the past how did that go now that I've uncovered the buyer's pain it's time to really understand when they want to get this problem solved by if the pain is unbearable and they want to get it solved immediately then I'll always try and close them on that one single call if alternatively they want to get this pain solved in three months five years 18 decades from now the probably not qualified to work with us and so I won't even do a second call with them and you can elicit the answer to this question by asking hey when does this issue need to be solved by now it's time to turn inward you need to ask yourself if you can actually solve this problem in a timely manner for the prospect if you can't solve the problem that's absolutely fine be real with yourself here and you'll save lots of messing around later on in the sales process because you'll disqualify a huge chunk of people coming through your sales pipeline now obviously I sell sales training for B2B complex sales the return on investment of spending money on sales training in our instance should be very very clear but often I found when I've done books after thousands of these calls at this point spending X to earn why isn't always enough of a motivator to get a deal done it seems like it should be but it isn't always the case so I like to ask additional questions like how would things be different if I solve this issue for you or what is your motivation to make this happen Okay okay so we're moving rapidly through this discovery core process now we know the buy is in pain we know the time frame that they have to resolve this pain you've looked inwards and you're pretty sure that you can resolve the issue and there is a strong return investment on working with you now we need to know the physical process that the buyer has to go through to make the deal happen so in this step we're going to ask about the buyer's purchasing process and this is important because the sooner you understand the process the buyer has to go through to spend money with you the sooner you can start facilitating that very process remember your prospect may only buy your product or service once in their entire career whereas you're selling it day in day out therefore you can have to help them through their buying process with some guidance and advice and you can add a layer of value to the deal there as well and so I always ask the question when your organization has done similar projects to this in the past what did that process look like now we come to the big one this is what a lot of sellers for whatever reason avoid during the discovery process this is the budget question now lots of sellers have personal beliefs about money that dictate how they communicate then with other people about their budgets their cash and their thoughts and feelings about money as well so if you get nervous when the budget part of the conversation comes up then this sudden you've got to work on there's a full framework on becoming more comfortable with money in our second book sales code which you can download for free over at sales.com but with that said I like to ask a couple of questions to uncover the budget that is available and to genuinely see if I can solve this person's problem if we're going to get this over the line if we can resolve these issues budget is critical to understanding the buying process and to making an educated guess as to whether this deal is likely to come in so I asked the questions how are projects like this usually funded or is a project like this in this year's budget or finally you can ask what Financial scope do you have to solve this issue okay so now that we've got the budget confirmed it's time to better understand the internal account itself now for large deal sizes when you're selling to Lodge Enterprise organizations there are going to be many many people involved in the buying process so what we need to do is identify the individual or individuals who may or may not be the person that you're speaking to right now who is likely to push this project forward we call these individuals our Champions so the question I asked to uncover the champion with my own account so I'm doing these Discovery calls is hey is there anyone that your team looks to when they want to implement a project like this or I'll ask if you were to make a purchase decision who else would be involved in this process understanding the champion that leads us to the final step of our Discovery core process and imagine this I want to go back to this the doctor metaphor right imagine a doctor is sat with a patient they talk about the patient's symptoms what they're experiencing any recent changes that may have caused a problem and finally the doctor concludes the investigation and they land upon a suitable solution and just before the doctor starts the treatment and the patient goes I think I need to think about this for a few months can you send me a bit more information over email that would be absolutely ridiculous right yeah this patient has cancer they've got a brain tumor they've got they're having a heart attack right they're in the doctor's surgery whatever it is it would be ridiculous for them to just fob the doctor off and say I'll come back to you when I feel like it all that time and energy and expertise that the doctors put into the consultation has been wasted because the patient didn't agree to start the medication the exercise the change of diets whatever it is and actually go and solve that issue well that's what happens in the majority of B2B Discovery calls that sellers make we however are going to do things differently right we're going to get an agreement at the end of the discovery call to progress the sale forward and you can do that by asking the very simple question hey so you're a good fit to work with us if we can solve x will you commit to why and I made this really practical when I'm selling salesman.com Academy I ask the individual the prospect hey so we help B2B sales people just like you if we can help you find and close more deals the next 30 days which completely guaranteed will you commit to starting working with us today and that one line right there so a statement of we help people like you then if we can solve x will you do y that one line is driven hundreds and hundreds of thousands of dollars worth of revenue for us over at salesman.com and it typically turns a three-week process of emails being battered back and forth and Deals falling apart and then coming back online and then something goes you get ghosted and then it comes back a few weeks later it turns all this messing around into a one call close so they go there are the eight steps of the diagnosis calls that we do over at sales.com we teach this in our free book selling Made Simple which you can grab at the link in the description below and if you'd like to continue making selling tip why not click the video that's on the screen right now