"Just so I.." | The Actionable Discovery Guide

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Actionable Discovery Guide

Into To This Guide

How to use this guide (1:53)
One more thing (2:03)

Structure Of Your First Call (How To)

Context for this section (0:24)
How exactly it should start (2:48)
ANOT (1:39)
What we're NOT offering (optional) (0:55)
What happens after you start? (4:02)
If the prospect shares problems (3:38)
Raise more Issues (part 1) (2:57)
Raise more issues (part 2) (1:13)
Transition to HOW we can help (5:58)
The "I don't know what I don't know" prospect (Beginning of call) (2:32)
The "I don't know what I don't know" prospect (End of call) (3:03)

Structure Of Your First Call (Up Front Contract Insights)

Context for this section (0:37)
How we sell
Who we ultimately work with
Section summary

Have a Hypothesis (Reminder)

Hypothesis (0:30)

Raising Problems

Asking your first problem question (3:12)
To What Extent (2:05)
The power of recapping (2:44)
The Problem Tree (2:31)

Next Steps Insights

We've found (1:02)

C-Level Executive

Discovery with C level Execs (1:34)

How To Ask The Most Difficult Discovery Questions

Asking for permission (2:08)
The tough question formula (1:38)
Use Humbling Disclaimers
If you're afraid to bombard your prospect with questions
If you're afraid to bring up certain topics (1:49)
Clarification questions
Stumbling on your questions? Just say so (0:57)
Bring the Past to the Present (2:09)
Use a Negative Disposition (2:06)

Problem Questions

Context for this session (0:58)
How widely known? (1:02)
The Scale
The Two Camps (2:27)
What have you tried? (1:33)
What makes you say that?
Why is that important?
Why no tool?
Was there a time when?.. (0:56)
Why do you feel that way? (1:15)
Why now? (0:54)
Have you ever wondered why that is?
Alternative options?
Ideal solution
Platform aside
Pretending we can (Future to the Present) (1:59)

Asking prospects WHY

From "WHY" to "WHAT" (1:29)

Listening Triggers

The Four Triggers (4:08)
Keeping the thread

Calling Out The Prospect

Context for this section (0:39)
You don't have a problem [Updated] (2:50)
You don't believe we can help you (0:45)
You'll be ok without us
Lost opportunity (1 of 2) (0:57)
Lost opportunity (2 of 2) (1:07)
Mutual skepticism (2:37)
Empathetic statements
Recommendation
If you're not going to use the platform
Questions on Questions
Great phrases to use (1:36)

Everything About Your DEMO

BEFORE Your Demo (4:56)
DURING your demo (Discovery questions) (1:23)
DURING your demo (Clarification questions)
Open ended type questions (1:01)
When More People Are Joining (1:58)
Point out BOTH Gains and Loss Prevention
What stood out?
Worst Solution Ever?
Buying Process Questions
Teasing pricing (Version 1)
Teasing pricing (Version 2)
How do you feel about the Pricing?
Fixing a bad habit (1:22)

The Mysterious Discovery/Demo

Context for this section (0:37)
Demo on your first call (2:03)
The classic Intro/Demo call

The End Of Your Calls (How to)

The TWO Outcomes
End of Call Clarification Questions
What do you anticipate?

Effective Impact Questions

Context for this section (1:43)
Can I ask?
Have you thought about...?
What's that costing?

Stories and Metrics

Looking for a story (1:54)
Financial impact questions

Prospect Objections (Negotiation)

Context for this section (1:32)
Isolating the objection (0:59)
"Can we get a lower price?" [Updated]
"The price is quite high"
"That price is quite high for this tool"
"Can we get more seats?" (0:24)
"Can we get a discount?"
"This is more expensive than I thought"
"Can we get a discount?" 4 Levers
"I can't get budget from other groups"
"We realized we don't have the budget for this" (0:55)
"That's more than we were looking to spend"
"We're really happy with what we have now"
"What's the ROI from clients that work with you?"
Once an agreement is sent - Make the call!
"Your competitor is cheaper"
"What's the best price we can get?"

Prospect Objections (Losing Control)

Context for this section (0:47)
"We don't know what we don't know"
"Can we just see a demo?" / "We only have 20 minutes"
"Send us the pricing and we'll get back to you"
"We left the other vendor because they were too expensive"
"I am the decision maker"
"My boss does not need a demo"
"Let's discuss with our team & get back to you"
"Let's discuss with our team & get back to you" (Version II) (2:00)
"None of that resonates with us"
"Just email us the pricing"
What is the Pricing? (Aggressive Prospect) (3:34)

Looking For Trouble

Context on this section (0:43)
Reasons not to work together (1:07)
Timing or something else? (0:59)
Price aside
Getting Ahead of Procurement
Dealing with procurement (0:51)
The PROSPECT'S Competition
Bringing up your competition
Poor economic environment (1:05)
Poor economic environment II (2:17)
Poor economic environment III
Trigger opportunities (1:26)

Pricing Phraseology

The range
I don't suppose
Most often

Helpful 'Conversation Twisters'

Context for this session (0:40)
"Just so I.."
"Just curious"
Twister Master Summary

FUN ways to get your contract back via email

Context for this section (1:03)
More accurate than optimistic (phone)
More accurate than optimistic (emails) (1:54)
Going Golfing
We haven't reviewed the contract yet
Making sure you're on the same page
When you WANT to walk away from a deal
When your late stage prospect keeps ghosting you

Teasing Pricing

Teasing pricing flexibility (Email)

Ingredients To Ask Better Questions

Bringing the Future To The Present (1:25)
Reasons for your questions

My Discovery Advice

Context for this section (0:25)
Be A Sloth (2:31)
Fire yourself from your job (2:46)
The THREE Things (2:08)
Hang this next to your laptop
Mindset Advice (2:25)
Not necessary
My biggest regret in discovery
Don't be so giving (1:29)
How To Not Die Alone
Biggest Sales Mistake I Made
A Very Embarrassing Story (1:00)
What Helped Me Hit My Quota (2:15)
Negative Impact questions are AWKWARD
Stay in control (2:26)
Express your assumptions
If you only had two choices (0:40)
Missing Quota (1:27)

Terrible Questions (Currently in progress...)

Do you find this useful? (1:11)

Master Discovery Summary

Master summary (0:45)

Last but not least

Did you like it? (0:52)

Teach online with

"Just so I.."

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