Using Discovery to Maximise Deal Momentum
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The document outlines a webinar led by Ben Wright on effective deep discovery techniques for sales teams. It emphasizes the importance of understanding prospects' pains and the value impacts to maintain momentum in deals, as well as providing practical strategies for conducting discovery calls. Key takeaways include personalizing engagement, understanding the buying process, and using a case study to illustrate best practices.
Using Discovery to Maximise Deal Momentum
- 1. & In This Together Series Using DEEP DISCOVERY to create MAXIMUM MOMENTUM in your DEALS Ben Wright - Founding Coach at SIA hello@salesimpactacademy.co.uk Sales Teams Webinar will be live at 4pm UK Time presents
- 3. What you will learn from today’s session How to do DEEP DISCOVERY with your PROSPECTS to enable you to create MAXIMUM MOMENTUM in your DEALS
- 4. What are we talking about today? ● Why do we do Discovery? ● When to do Discovery ● How to do effective Discovery ● Using Discovery to personalise your engagement ● A practical example of Discovery - Juro case study
- 5. Why do we do Discovery? ● To build and maintain MOMENTUM in your deals ● To allow you to create DEEPLY PERSONALISED engagement with your prospects ● To deeply understand your prospect’s PAIN and VALUE IMPACT of taking that PAIN away ● To enable you to create more compelling PRESENTATIONS, DEMOS and VALUE PROPOSITIONS for your prospects ● To understand the BUYING PROCESS in more detail to ensure your engage with the right PEOPLE within your prospects
- 6. When to do Discovery? ● Initial Discovery pre-meeting ● Deeper Discovery during the meeting ● Book in Discovery call at the same time you book the Meeting Lead Generation Lead Qualification Discovery Call Customer Meeting Discovery Discovery
- 7. How to do Discovery ● Pain - economic buyer, budget owner, company ● Value Impact - Monetising the pain ● Buying process ● Stakeholders needing involvement
- 8. How to do Discovery - Understanding PAIN Start wide with open ended questions looking for PAIN and VALUE IMPACT ‘What’, ‘How’, ‘Who’ and ‘Why’ Narrow PAINs down to top 1, 2 or 3 PAIN points that you can address Broaden out your understanding of the VALUE IMPACTs of those PAINs as much as you can
- 9. How to do Discovery - Monetising the PAIN ● Keep asking more in-depth, ‘so what?’ types of questions ● Ask for estimates, ball-park figures ● If necessary, make some assumptions to get to a rough estimate of VALUE IMPACT ● Make suggestions for them to respond to ● For any unknowns, ask for them to do a little research before you meet £ $ € £ $ €
- 10. Buying Process and Stakeholders ● Is there anyone else who needs to be invited to the demo meeting? ● What is the buying process? ● Who is the overall budget owner? ● What stakeholders are in the chain of approval? ● Are there any veto stakeholders? ● Who is the ultimate signoff person?
- 11. Some more tips for Discovery calls ● Start with easy questions first - use qualification info ● Ask ‘Rounded’ questions ● Retreat and re-ask where necessary ● Ask about their ‘ideal world’ ● Take lots of notes - don’t assume you’ll remember
- 12. Using Discovery to PERSONALISE ● No more generic ‘Show-up and Throw-ups’ ● Customise presentation to incorporate PAINs and VALUE ● Use relevant Case Studies ● Ask questions to make your presentation and demo interactive ● Focus the demo on the areas of PAIN ● Don’t try and demo your ENTIRE product
- 13. Real World Example - JURO
- 14. A Practical Example - Juro
- 15. A Practical Example - Juro
- 16. A Practical Example - Juro
- 17. What did we learn? ● How important Discovery is in the sales process ● Run Discovery calls! ● Use Hour-Glass method for Discovery ● Personalise, personalise, personalise
- 18. Q & A
- 19. Poll Who has a clear discovery process and framework?