Sales discovery for supervision

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the first five minutes of a discovery meeting are the most important minutes of that entire conversation yet 99 percent of sales reps screw it up in today's video i'm sharing some of the biggest mistakes that we're seeing across the board how reps are kicking off calls the wrong way and i'm going to share with you guys word for word the agenda i use to kick off my conversations the right way thank you for watching this video let us know what types of content you want to see in the comment section below please like this video subscribe if you aren't already subscribed and hit that bell to be notified every tuesday and thursday when we post new content on this youtube channel thanks for watching guys let's get into it whether it's the first conversation with a prospect or the seventh conversation that prospect is moving throughout the sales cycle you as the person you as the salesperson or the leader of all of those sales conversations you're driving the car you're driving the bus the prospect is in the back seat they're a passenger one of the biggest mistakes sales people make is they let that passenger in the back seat be a back seat driver they lose control they defer to the prospect the prospect is now driving that call driving that conversation leading the conversation big big mistake and the biggest reason why this happens is sales people aren't showing up to the call with a defined agenda before i share with you word for word what my agenda is that i kick off every single conversation with whether it's you know the first conversation or the seventh conversation i'm starting it with the same framework right we're gonna get into that in in a minute here one of the biggest mistakes sales people make is they spend so much time at the start of calls trying to build rapport there's actually a negative impact this actually surprised me i'm going to link a few of the studies in the description of this video so definitely check them out there's actually a negative impact on your sales conversations moving to a next step or moving to close the longer you spend at the start of calls building report so many sales salespeople will spend the first five 10 15 minutes talking about the weather asking about weekend plans this has a negative impact how i build rapport as a sales person i'm spending one to two minutes building report tops and it's based on the research that i've done on that prospecting company so let's say for example i'm selling to ibm i know that ibm just acquired a company called randori a few weeks ago so how i would start that call to build a rapport in the first one to two minutes i would say francois just saw that you guys acquired randuri curious how's that gonna impact your role that's how i'm gonna build a report i'm not talking about the weather not talking about what are you doing on fourth of july that's what every other sales person is doing it doesn't add any value to the conversation one to two minutes talking about that then i kick into my agenda i actually have my agenda for a call that i have in 45 minutes with a prospect so i have one of these sheets and i'll i'll put a link to this in the description i have one of these sheets built out for all my calls and i read word for word at the start of my calls my agenda word for word and actually let them see that i'm reading i'm not memorizing i am reading this word for word because this is the best way to kick off a sales conversation with a defined agenda so let me read this how i would read it with a prospect and then i'm going to break it down line by line francois i have us down for 60 minutes how are you on time any hard stops that i should be aware of awesome i'll make sure we wrap up before the top of the hour here is what we were looking to accomplish in the next 60 minutes or so of course when i get your biden feedback towards this game plan it's important before i hop into the demo portal that we first get a good understanding on how you're managing your devices today your challenges around that and what you're looking to accomplish here that way when i share out my screen and pop open the demo portal that part of the conversation is better tailored to your use cases and what you're looking to accomplish with this project by the end of the conversation i'd like us to be in a busy position where you're either interested and we plan the next step or you're not interested you let me know so we avoid wasting time so that's what we were looking to accomplish in the next 60 minutes or so francois jason and i were super flexible this is your time what would you like to add to that agenda to make sure it's a productive use of the time today i read that word for word so in 45 minutes i'm gonna read that word for word to kick off my conversation after i spend one to two minutes building a report based on the research that i did so let's break that down first line i have us down for 60 minutes how are you on time any hard stops that i should be aware of confirming the time there's 60 minutes on the calendar but maybe something changed and they had a meeting they get got pushed up and they only have 30 to 45 minutes to have a conversation i need to know that at the start of the call so i can better execute the conversation awesome here's what we're looking to accomplish in the next 60 minutes so i'm telling them this is what we're going to do of course want to get your buy and feedback towards this game plan always want to get buy-in and feedback whether we're adding something to the agenda or subtracting something from the agenda because it's their it's their time it's their meeting it's important before i hop into the demo portal let me first get a good understanding on how you're managing your devices today your challenges around that and what you're looking to accomplish here with the project that way when i share up my screen and pop up with the demo portal that part of the conversation is better tailored to what you're looking for so most of my conversations are set up first step of the conversation is going to be discovery to figure out what they're looking for second half of the conversations demo where i'm demoing the product that i sell i'm establishing that i need to ask them some questions to understand their situation before we get into the product so when i do show the product it's not a high level overview a hardware tour of the product it is tailored to their needs so i'm establishing at the start that i'm going to be asking you some questions super important now this is the most important part of my agenda no other salespeople really not a lot of salespeople outside of professionals do this talk about next steps at the agenda at the start of your call these are the possible outcomes by the end of the conversation i'd like you to be in a position where you're either interested and we plan the next step or you're not interested you let me know so we avoid wasting time so we're not leaving this call without either scheduling the next step or if we're not scheduling the next step i'm taking you on my pipeline i'm not calling you not contacting you because you're not interested the upfront contract is so important the most important piece of this entire agenda is the upfront contract start incorporating that language within your agenda today and you're going to have better success getting next steps progressing your deals throughout the sales cycle because we're talking about next steps at the start of the call that's what i was looking to accomplish in the next 60 minutes or so i'm super flexible this is your time what would you like to add or subtract to that agenda to make sure it's a productive use of the time so i'm simply getting their buy-in getting them and it's actually better if they disagree with your agenda that's actually better than agreeing so always trying to get them to disagree with the agenda it means they're really built or bought into this sales conversation that is the agenda that i'm reading on a daily basis when i'm meeting with prospects this is the first the first discovery call agenda that i read every single day again i'm reading it word for word if you guys want this agenda that i use and you could tweak it for your use shoot me an email my email will be in the description of this video but again the first five minutes are so important i have three sales coaches that i work with on a weekly basis what they see across the board i mentioned this in a previous video on i think research and planning the call is most salespeople are not researching they're not they're not planning and they're not coming to the call with a defined game plan agenda and upfront contract if you do this at the start of the call you're setting yourself up for success you're gonna have a really good conversation you're gonna ask the questions you need to ask gather the information demo the product based on their issues and move into next steps if it makes sense and if it doesn't make sense move on take them out of pipeline you're not wasting time there you have it guys that is the agenda that i use word for word hopefully you got value from it do you see this being helpful at all let me know in the comment section below like the video subscribe and hit that bell to be notified on a weekly basis we'll be posting new content on this channel thanks for watching guys i appreciate you