Discovery Guide Effectiveness
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Available in
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- Context for this section (0:24)
- How exactly it should start (2:48)
- ANOT
- 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 (2:57)
- 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) (3:21)
Available in
days
days
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Available in
days
days
after you enroll
Available in
days
days
after you enroll
Available in
days
days
after you enroll
Available in
days
days
after you enroll
Available in
days
days
after you enroll
Available in
days
days
after you enroll
- Context for this session (0:58)
- How widely known? (1:02)
- The Scale
- The Two Camps (2:27)
- What have you tried?
- What makes you say that?
- Why is that important?
- Why no tool?
- Was there a time when?..
- Why do you feel that way?
- Why now?
- Have you ever wondered why that is?
- Alternative options?
- Ideal solution
- Platform aside
- Pretending we can (Future to the Present)
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days
days
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Available in
days
days
after you enroll
Available in
days
days
after you enroll
- Context for this section (0:39)
- You don't have a problem [Updated]
- You don't believe we can help you
- 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
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days
days
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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
- When More People Are Joining
- 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)
Available in
days
days
after you enroll
Available in
days
days
after you enroll
Available in
days
days
after you enroll
Available in
days
days
after you enroll
Available in
days
days
after you enroll
- Context for this section (1:32)
- Isolating the objection
- "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?"
Available in
days
days
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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)
- "None of that resonates with us"
- "Just email us the pricing"
- What is the Pricing? (Aggressive Prospect) (3:34)
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- Context on this section (0:43)
- Reasons not to work together
- Timing or something else?
- Price aside
- 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)
Available in
days
days
after you enroll
Available in
days
days
after you enroll
Available in
days
days
after you enroll
Available in
days
days
after you enroll
Available in
days
days
after you enroll
Available in
days
days
after you enroll
- 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
- Not necessary
- My biggest regret in discovery
- Don't be so giving
- 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)
Available in
days
days
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Available in
days
days
after you enroll
Available in
days
days
after you enroll