The Secret to The Sale: Discovery Part II

Discovery during the sale is a process that has a flow. The flow takes place as part of the overall sales call outline. Below is a sales call flow that includes discovery that was shared with me by my sales call enablement partner, Costello. 

It's a good starting point as you build out your sales call discovery process.

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More to come on building the Discovery Call. Email me below if you would like to receive a notification when the tool kit has been updated.

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Sample Discovery Call Flow

Step 1: Goals for the Call (what do reps NEED to learn from customers?)

• The prospect's business goals 
• Problems they have that we’re solving
• Why now?

Step 2: Call Flow Outline (WHAT you want reps to cover on the call)

• Opening: Align expectations and frame the conversation
  • Upfront Agenda Setting (agree on the topics and the approximate time you will spend on each, note any hard stops)
  • Prospect Expectations (what you and the prospect hope to accomplish)
• Context: Gather data that informs the sales (no fluff) - can occur AFTER Discovery
  • Role
  • Team Structure
  • Tools Currently Used
• Discovery: Identify business goals, uncover pain, create need and urgency
  • Business Goals + Supporting Initiatives
  • Success Metrics
  • Pain Points / Challenges achieving these goals
  • Business & Personal Impact of Challenges
  • What it’s worth to business if problem could be solved
  • Relevant Customer Stories
• Deal Mechanics: Identify stakeholders and steps to get a deal done  
  • Key stakeholders in the process
  • Budget status
  • Timeline / Go Live Date
  • Compelling Event (if exists)
• Next steps
  • Schedule next meeting
  • Agree on customer and salesperson action items
• Debrief:
  • Call Outcome - Next Meeting Set, Disqualified, Etc.
  • Other key information you want captured

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Email me for updates.