Discovery: Best Ways to Structure Your Discovery Calls and Improve the Outcomes | Mike Weinberg - 1411

We already know that the discovery meeting is an important part of the sales process. In this episode, we’ll talk about the best ways to structure your discovery calls and improve outcomes.

Structuring your Discovery Calls

• Salespeople accomplish more selling by how they structure and conduct the discovery meetings. You accomplish more by how you ask and how you pitch.
• Discovery precedes presentation. We first need to understand why we’re doing this.
• You need to get the customers comfortable with you. You have to build credibility so that the customers and potential clients are willing to talk to us.
• Salespeople are not “Yes-man” people. We need to level the playing field. We can’t go thinking that we’re winning the deals by scoring obedience points.
• It’s critical to understand the purpose of discovery.
• Salespeople have two missions:

• To produce the most value and the best outcome for the customers

• To give ourselves the best chance of winning the deal

• There’s this obedient salesperson in us that tends to break the rules if an interested client comes in. We skip the discovery meeting phase and go directly into the sales journey. But this sends out a message that you don’t care much about the discovery phase.
• It is important to own the process. Let the customers jump through some hoops. Let them know that they also need to do their part if they want to partner with you.
• Without the discovery process, you won’t know what they need and you won’t be able to tailor your presentations when you’re talking to people. You also won’t be able to understand how they make the decision.
• As salespeople, we need to understand their pain, their frustrations, and their challenges.

“Discovery: Best Ways to Structure Your Discovery Calls and Improve Outcomes” episode resources

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Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com