Discovery Guide Effectiveness
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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
- 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)
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
- 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?
- 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? (0:54)
- Have you ever wondered why that is?
- Alternative options?
- Ideal solution
- Platform aside
- Pretending we can (Future to the Present)
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]
- 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
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
- 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)
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
- "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)
- "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
- 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)
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
- 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)
Terrible Questions (Currently in progress...)
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Master Discovery Summary
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Last but not least
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