Streamline sales discovery in employment contracts with airSlate SignNow

How to create outlook signature

hi my name is will and so so many sales reps today underutilize the power of a well-run discovery call now with the right discovery call framework you're going to qualify leads you're going to gather valuable intel and you're going to position yourself as a trustworthy authority all in one single phone call and today in this very video i'm going to show you how you can structure your discovery calls so you can reap all of those benefits and more trust me you're not going to want to miss this eight step framework because that's gonna save you tons and tons of time and you're gonna make way more money in your sales career easier than ever before [Music] so let me ask you this how many times have you spent hours days or even weeks of hard work with a potential buyer only to find out that well they were never a good fit to work with you in the first place now don't worry you're not alone i've been there you've probably been there as well right as much as 67 of the lost sales that we all face each day are the result of sales reps not properly qualifying their leads ing to hubspot.com and more than a third of sales reps just like you say that qualifying and prospecting with the biggest challenges of their sales roles ing to our data over at salesman.org in fact i brought this up very recently in an episode of the social selling show which i do with daniel disney and if you are sick of being rejected if you're sick of people ghosting you if you're sick of people not replying to your messages improve your qualification at the top of the sales process and you'll eliminate a lot of that at the far end of it it makes everything easier it's a little bit of work up front but it does make everything else easier for everyone now let me tell you this qualification matters when you do it right you're going to save yourself tons and tons of headaches hassled and lost time further down the road and the cool thing is the discover recall in the framework steps i'm going to show you in a second is without a doubt the best opportunity that you have to qualify your sales leads and on top of this roadway that i'm going to show you i'm going to cover some very specific questions that you should be asking your prospects at each step to cover each of the issues that we're going to look at without scaring them off or without you feeling awkward as well so with that said are you ready to go let's get into it so to get the most value out of your discovery call as possible you're gonna qualify your potential leads ing to eight issues that you can see on the screen right now that they might be facing and the first issue is the idea of pain is the prospect in pain is the issue actually a problem and most importantly is the by in pain because of the problem that they are facing the buyers you want to work with are feeling the hurt of the problem before you've even spoken to them they know that they're in pain and as a result they're going to be highly motivated to find the right solution to relieve that pain which is exactly what you want to understand this element of the diagnosed framework you can ask questions that include hey well you booked this call in my diary today what led you to getting this call booked in and another question you can ask is hey well you understand this pain what's stopping you from solving this issue yourself so now we understand and we've qualified and we've confirmed that the buyer is in pain we now need to understand the timeline for relieving this pain because not all problem and solution timelines are gonna line up one of your primary concerns when you're qualifying prospects is the timeline that they want to get the problem solved is it within the next six months is it within the next few days these are the things you need to uncover from your prospect and the right answer here for you and your industry is going to depend entirely on your business and the solution that you provide but in general you should only be working with buyers that are interested in solving their problems sooner rather than later so to determine a timeline for the buyer you can ask questions like hey when do you want to solve this pain pretty straightforward right this question doesn't mince words and as a result the buyer is going to give you a clear no timeline that they're hoping to solve their problem on so that's understanding the pain of the buyer we understand the time frame that they're working for next up is the fit of your product and the issue so this is when you're going to look a little bit more inward in this conversation you can ask yourself hey can i actually fix this problem and it's time for a bit of an honesty check ladies and gentlemen because there's no perfect product or service for everyone and single wise is just playing into the idea that sales reps are just trying to grab as much cash as they can and then they they head off and the red bmw is never to be seen again instead it's your job to think of yourself as someone who offers value to a prospect so you're not going to waste time with buyers who are going to be disinterested dissatisfied with the product that you offer you're only going to deal with people you can actually help shocker right now the two questions you can ask yourself at this step are hey do i really have the solution for this buyer's problem and i want you to be honest here i want you to really understand what the buyer's pain is what the timeline is and if you can solve it within that timeline also you can ask yourself the question does the buyer really need this solution is there a better solution that they can implement on their own is yours really necessary if not when the sale goes through your buyers gonna resent you once they find out that they could easily solved this problem themselves and that means negative reviews zero loyalty no referrals it creates this downward spiral of just the whatever the opposite of sales success is the this downward spiral of of sales mess and lack of quota attainment what you want to be doing is doing all this framework working with the right people the right place at the right time with the right pain and the right timelines so you spiral your success up and this is more referrals this is more reviews this is you getting paid for your time and service to the company that you work for next up we're looking at if the solution is worth the trouble of the buyer what is the return on investment for the individual because if buyers need to change vendors hire new staff train the staff on new novel systems fight for a change fight for a budget it can be a lot of pressure on the buyer and if there's not going to be a strong return on investment on the work with you there's no point in them putting the time effort and energy in to get the deal done so the question is is the value that your solution provides worth that little bit of discomfort how much are they going to have to change their systems to accommodate the service or product you provide and when all is said and done are they going to look back at this investment as a good purchase or one that just wasted their time and ate up too many resources now going through this calculation upfront with the prospect on the call look at the roi of the financials of the energy that's going to be have to put in versus the energy that they're going to save on the far side of this is a must during this qualification process and questions that lead to this answer of roi positive or negative could be hey how would things be different if we solved this for you or even what is your motivation to make this happen so there are two emotional lead questions we can also ask a more logical question as well so for example if we took your business from x thousand dollars to why thousand dollars over the next three months with our training program with our product how would things change for you so now we've discussed the roi with the buyer with these questions and they've turned around and gone hey yeah i'm willing to invest x to to get why i'm willing to put in this much energy to save this much time after the fact it's time to move on to the next step of the discovery call which is process you need to understand the buying process from within the account do they need to go and do a load of paperwork can this just be purchased and the investment made today on the very call that you're on how does the process within the organization work for making purchases of the deal size and deal length that you're investigating here this is a dead simple question and you can uncover this information very quickly and simply by going hey when your organization has done similar projects in the past what paperwork process needed to happen that'll give you everything that you need to know to tick this process box so now at this point in the discovery call we've identified the pain that the bar is in the timeline that they have we've asked ourselves some inward questions of can we actually solve this and be real now can we solve this problem for the buyer we've identified the return on investment the buyer is going to get if they work for us if they invest into us our product or service we've identified the process what do they need to do to make this happen next we get to budget a lot of salespeople get nervous about this but you really shouldn't at this point in the call you've actually added a lot of value to the buyer buyers will enjoy the thread of this conversation and so at this point they're gonna have trust you're going to have rapport and they're very likely to open up about the budgets that they have or the budgets that they can get because this step of the process is all about answering the question and the prospect even afford this so although you should have trust you should have report you need to be a little bit careful about this one because it's not your fault it's your prospect's fault people can be a little bit weird about money so don't necessarily jump straight into the finances but lead up to the budgetary questions and of course handle the subject professionally and be direct in your communication think of it as just another aspect of the qualification process because that's exactly what it is so the questions you can ask here to identify budget are hey how are projects like this usually funded or you could ask hey well is a project like this in this year's budget and that allows you to add a bit of a time frame to this as well or hey what financial scope do you have to solve this issue and there you have it that is budget that's the thing that most sales people are nervous of and honestly in my experience most buyers don't really care about talking about money it's not their cash unless it's a small business owner that you're selling to or a startup when you're selling to the founder or the executives that have their money in the deal otherwise if you're speaking to a medium someone within a medium-sized organization middle management a decision maker at an executive level of a larger company it's not their money they're spending so they're quite happy usually once you've been through this process once you build that report trust they're quite happy to talk about budget and just be clear and open and honest with you they don't want to lead you on waste your time and they don't want you leading them on and wasting their time either which moves us on to the second to last step here but an incredibly important one especially if you're dealing with a large account with lots of people in we need to identify who the champion is who's the final decision maker who's the person who's gonna sell on your behalf within the account to get access to people that you perhaps don't get access to because more often than not your buyer's decision is going to be influenced by other people within the business not just you you're obviously biased as a salesperson as much as i say to you you need to be consultative you need to go through frameworks like this which you can find inside selling made simple academy link below this video this is our diagnosis framework as much as i try and trade you on frameworks being professional being assertive being able to ask the right questions you are starting from a deficit because you're a salesperson so what we need to do is find champions within the account who can do some of this selling on our behalf it could be the heads of other departments it could be higher ups above the decision maker in the c-suite it could be even influential team members below them that's why it's so important to identify this individual this champion before you confirm if the buyer is a fit doing so clues you into whether the prospect is the final maker and is the champion or whether there's someone else you should be speaking to instead or even as well so the important question to ask here is hey and you can be somewhat blunt and somewhat flippant about this hey who's the person that people look up to within your department on projects like this this is a subtler approach and it's bound to help you uncover any hidden decision makers that are going to influence the passing of the deal either for you or against you and that leads us on to the final step of this diagnosed framework the final step that you must implement on every single diagnose call you've got to get an agreement you've got to understand will the buyer commit because the last thing you want is for a high quality lead to run off after you've put in all of this work you've been through this entire process and you've qualified them they're happy you've shown a strong return on investment you understand their buying process you've gone through every single step well you don't want them to disappear off the face of the earth after the call that's why it's up to you to get a buyer's verbal commitment on the call know you'll follow up in a day know you're going to send over some emails or some literature or marketing material whatever it is you need to get that commitment on the end of this specific this very specific diagnose framework call otherwise the prospects they're liable if not very likely just to walk away and get back to you and they've got a three minutes days weeks or months from now that's no good so when you're determined that a buy is a solid lead don't hang up the phone before asking this final agreement question hey so it seems like you're a good fit to work for us if i can solve x issue will you commit to doing y and this time tested formula has it all validation a hint of flattery the results are anchored into the question and by asking this very question you're tying a specific solution your solution to a specific result the problem that they have and they want solving and equally importantly there's a layer of social proof here there's a there's a layer of well i've said i'm going to do this for will i should probably get this done for will once people agree to this question of if i do x well you do y nine times out of ten in my experience anyway they're gonna do it they're gonna give you the results that they promised and let me give you a real example here so i'll go through this call when i'm selling or selling made simple academy training to the enterprise to sales managers to any organization that wants more than say like five seats to kind of 50 seats i'll go through this exact conversation i'll get all the way to here and i'll ask the question hey if i can make this happen for you are you willing to get signed up within the next five days that's pretty tough question to ask but because i'm typically selling to chief revenue officers chief marketing officers sales directors vps of sales they appreciate the directness of that question they know that i can help them because we've massively clarified it they've had a great experience on this call and they're going to give me a yes or a no they're going to say yes okay let's do it we've got budget we've got training budget it's there every year let's spend it with you let's get the contracts done what are the next steps or they're gonna go no it's not possible and you should have uncovered this in the process step of the framework already but they're gonna reinforce why they can't do in the next five days but typically they're gonna say well we can do it in the next 30 or we can do it next quarter which i'm then disqualifying that individual in our business so we just don't follow up with them but other than that if they can get it done within the next 30 days or so we're rocking and rolling and that gives you confirmation of the timeline it shows that they believe that they're a good fit to work with you it shows that their return on investments is high enough to validate and warrant to work with you and all the other steps as well so this is a question you must ask it doesn't have to be as blunt as what i've just outlined because maybe your deal cycles last three months six months 12 months depending on the deal size at that point you're gonna ask hey you mentioned jerry is the person everyone looks up to within the accounts he is the champion if i can get you a quote and a proposal done by the end of day tomorrow can you book a meeting with me you and jerry in the diary next week to go through it and make sure that it's all a good fit so there's a slightly softer approach or an appropriate approach if your deal length is longer than what ours is which is typically a week or two so that's it that is the diagnosis framework that's how to run a modern effective b2b sales discovery call these discovery calls are an invaluable tool for qualifying prospects gathering intel and positioning yourself as an indisputable authority in your space your competitors are not going through a framework like this they're just not doing it they are going and sniffing about for the the smallest chance of winning the deal and then just going in with a pitch and throwing it on the prospect when you slow down when you imagine yourself as sam here is dressed up as as the doctor you ask these questions with no emotion you let the buyer raise and lower their emotions ingly because some of these questions can raise emotions in the prospect right once you sit back you ask the questions calmly you get to the end and you say hey i'll do x if you do y all of this falls into place and you're going to qualify more prospects in a value-adding conversation and you're going to get more deals done so there we go i hope you enjoyed this video if you did why not click the video that's on the screen right now and continue making selling simple