Sales discovery for security

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[Music] [Music] how do you do an effective discovery call you know what i find very interesting is discovery calls are probably the most underrated part of the sales process i'm mark hunter the sales hunter this is another one of my weekly videos where i give you a 10 list and i do hope you hit subscribe subscribe the videos put a new one out every week and hey check out my website and also check out my book a mind for sales and my other book high profit prospecting you can find out more about them by going to the website thesalescenter.com but let's get into right now how do you have an effective discovery call one remember it's not about showing the product do not show the product the discovery call is what takes you to the demo the discovery call is not the demo these must be stand alone entities and the reason being is very simple if you race to the demo you're going to leave critical key information out critical insights that you're not going to learn so when you come to try to close a deal you're not going to have the knowledge you need two the customer is going to view it as a product and not as an outcome the discovery call is to help you understand them and for them to understand you so do not show the product number two ask questions okay now this seems pretty obvious but it is amazing how when i hear people well well i need to go through this this this worksheet here and i need i have watched i've worked with sales teams or the discovery call processes they need to go through all these clarifying questions and it's check the box check box check box those aren't questions that's just random information okay it's critical information i get it but questions get the person talking that's what the discovery calls about it's not a qualifying call this is a discovery call and it's about discovering information which takes us to number three uncovered needs and outcomes this is what the discovery calls all about because in order for you to have an effective demo you've really got to understand what are their needs what are the outcomes that they have because if you don't understand what those are how in the world how in the world will you know what to present to them and you're not going to do that unless you ask questions which then takes us to number four probe 3x and what's probe 3x that means i have to go three levels deep with my questions and my uncovering needs i can't just see go back to the qualifying question how many how many people are in your company 150 well that's who cares what do they do why do they do see i gotta drill down deep i gotta go what i call three-level steam i ask the question i get a piece of information i ask a follow-up question on that i get another piece of information and i ask a follow-up question on that and i go down even deeper that gets me where i need to be number five is about notes notes notes you've got to be taking notes chances are if you're the one if you're in a large sales force you're the one doing the discovery call which then hands off to another person actually does the demo so in other words it's your job to brief that account manager that account exec whoever it might be that's going to be doing the demo so your notes are going to be absolutely critical your notes are what's going to determine as to whether or not it's a successful demo i can't stress enough don't think for a moment that that's not critical information right now record you need to number six clarify everything everything when somebody says something in passing you've got to come back and ask them about it you ask them follow-up questions on everything don't allow any ken this is the discovery call you know what's interesting customers actually appreciate good discovery calls customers of value good discovery calls because the discovery call is where they're going to begin to realize are you just trying to make a sale or are you really trying to help me now think about that for more if you race and just forget the discovery go write the demo they're going to see you as somebody who's just trying to make a sale if you take the time in an in-depth discovery call to clarify everything now they view you as somebody who's you know what this person actually cares this person wants to truly help me which then takes me to the next one number seven build contacts i love this one you see what i want to do is the only good sale is one that leads to the next cell and when i'm talking to somebody i may be having a discovery call with one person typically that's what a discovery call is it's with one person unless it's a complex sale but they're going to mention to their names i want them mentioning other names because i want to be able to engage with them so i want to be able to build more contacts within that company within that organization what does this do it not only strengthens my ability to close the initial sale but it begins opening the doors for future sales i want to build contacts as rapidly as possible and i'm going to be reaching out to them as rapidly as possible number eight learn their process learning their process is not something you do in the demo and this is this is a big this is this this is gonna this upsets some people i don't want to learn their process in the discovery call i want to already know their process and this is a fundamental change that most sales organizations do not understand and do not appreciate here's the thing if i wait to understand their process during the discovery call the customer is going to short message it what i mean by short message they're going to make it very short tight and they're just going to fit it to what that person wants to hear right then if i learn their process during the discovery call it's a much more robust conversation it's a bigger conversation i learn more about it learn their process in the discovery call because then it's also going to help me know what to show and what not to show when i get into the demo number nine magnify pain and outcome now again this seems pretty obvious but it's amazing how many sales people don't i want you to come into this i want you to end the discovery call by saying okay so i'm seeing this this this and this we really do need to get these solved quite quickly because if we don't get these solved these problems are going to lead to magnify their pain and outcome that's really the selling process that you're doing in the discovery call you're magnifying their pain you're magnifying the outcome you know you're you're really helping them to realize the outcome and what does that do it takes us to number 10 you're leaving them hungry you are leaving them hungry because here's what's interesting if you leave them hungry they come into the demo much more with much more of a mindset to move forward if you don't leave them hungry they come into it well we'll just kind of we'll just kind of check this out just see what it's like no no i want them to come into the demo hungry ready to make a decision so i got to sit there and that's why i have number nine as as magnify their pain in the outcome because that's so critical because when i do that i can begin to set them up okay so when we get to the demo here's what peter here's what susan here's what denise is going to walk you through and you allow them to see oh wow this is what i'm going to see yeah oh wow this is great it's terrific it leaves them hungry you see the successful demo i mean well the successful discovery call leads to a successful demo that's how you close the sale hey the 10 things as to how to have an effective discovery call i'm mark hunter the sales center subscribe the videos grab the book check it all out i'm here for you i'm mark hunter the sales hunter great selling [Music] you