ACTIONABLE DISCOVERY GUIDE
Steal the PROVEN discovery questions and Frameworks that 1,200+ Account Executives Use to Close More Deals.
Dear Sellers,
If you feel stuck when it comes to Discovery: fear not.
You are actually, in the majority.
Shocking, isn't it?
Prepping for every disco call like it's the Super Bowl, anxiously navigating through generic questions and being unsure of how to dig into your prospect's responses are all normal feelings.
I'll never forget how I felt when I was in a big meeting, and completely blew it.
I wrapped up a demo with an executive who had the ability to spend up to $100 million with the stroke of his pen.
At the end of the meeting, he stared at me and said:
“Charles, you taught me nothing today.”
I felt awful inside.
Looking back, how could I have taught him anything if I didn't understand anything about him, his challenges, or his company?
I had no idea how to perform Discovery - and my results in the field showed.
Since then, my sales career has completely transformed (for the better).
And I've been fortunate to share my hard-earned lessons with other sellers like you.
Having coached 1,200+ sales reps in all different industries, here is what I've found:
Sellers that can master Discovery in their own authentic way have the most success in sales.
They win more, win bigger, and most importantly:
They have a GREAT time doing it.
These sellers free themselves from the pressure to "sell" anyone - and enable the prospect to do most of the selling for them.
Sounds pretty good, right?
Maybe even too good to be true?
Today, I want to prove that you can find that same success, too.
Inside this Actionable Discovery Guide, I equip you with all my "dirty little discovery secrets."
Until now:
All of these were reserved for my 1:1 coaching clients and group coaching clients which start at $450/hour.
You get ALL my simple "plug and play" type questions AND the explanations of how to use each one.
All for just a one-time payment of $197.
It's time YOU, too feel what it's like to transform your sales career by mastering simple, yet effective Discovery techniques.
Hit any of the blue buttons on this page to get started today.
Your Discovery Coach,
-Carles M.
WHAT YOU GET:
Into To This Guide
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Structure Of Your First Call (How To)
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- 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)
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Have a Hypothesis (Reminder)
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Raising Problems
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Next Steps Insights
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C-Level Executive
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How To Ask The Most Difficult Discovery Questions
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- Asking for permission (2:08)
- The tough question formula (1:38)
- Use Humbling Disclaimers
- If you're afraid to bombard your prospect with questions (3:11)
- 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
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- 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 (1:35)
- Pretending we can (Metrics question) (1:59)
- How To Avoid Bad Questions
Asking prospects WHY
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Listening Triggers
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Calling Out The Prospect
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- 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
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- 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 (2:23)
- Teasing pricing (Version 1)
- Teasing pricing (Version 2)
- How do you feel about the Pricing?
- Fixing a bad habit (1:22)
- Death Words vs Life Words (1:33)
The Mysterious Discovery/Demo
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The End Of Your Calls (How to)
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Effective Impact Questions
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Stories and Metrics
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Prospect Objections (Negotiation)
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- 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)
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- 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
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- 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
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Helpful 'Conversation Twisters'
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FUN ways to get your contract back via email
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Teasing Pricing
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Ingredients To Ask Better Questions
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My Discovery Advice
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- 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 (1:04)
- 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...)
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Master Discovery Summary
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Last but not least
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ACTIONABLE DISCOVERY
Steal the PROVEN discovery questions and Frameworks that 1,200+ Account Executives Use to Close More Deals.
Get Lifetime Access for just: $197
WHAT OTHERS ARE SAYING
"Charles is an ideal example of someone with two key ingredients for sales success - hunger and coachability. His hunger to build a career in sales from scratch allowed to him to become one of our top producers. His coachability allowed him to understand what could be done better to always stay on top. Both hunger and coachability are a function of the sales commitment - a willingness to do whatever it takes to succeed. Charles has incredible sales commitment and it's why he's been so successful and will continue to be successful. I would strongly recommend Charles to any company looking for hungry, talented, motivated sales leaders."
--Sam Jacobs, CEO @ Pavilion
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"Big shout out to Charles Muhlbauer for running one - on -one sales training sessions over the last several weeks with our sales teams at Dataminr. I have seen first hand improvements across our discovery - AEs and SDRs are confident, asking the right questions and coming away from calls with valuable insight and information to move to next steps. I look forward to seeing the entire team utilize these new tools and approaches to increase conversions, generate new opportunities and win business! Thanks Charles!"
--Stette Trippe, Senior Vice President, Corporate Vertical Sales @ Dataminr
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"You have taken my entire mindset regarding this job and shifted it. Not only from moving towards a consultative mindset from a “typical” sales approach, but also from viewing this less as a job and more so as a craft. You helped me understand there is a toolkit of skills that I can deploy in various situations that elicit different responses. This mindset is applicable to selling and person to person interactions on a daily basis. From a team perspective, the teachings you brought have opened the gateway for us to anchor on value and customer needs, rather than checking our boxes to make a sale. You’ve helped AEs improve their skills which in turn supports revenue generation for the business.”
--Chris Hattar , AE @ CB Insights
