Sales Hustle is now Sales Transformation
April 19, 2022

#289 S2 Episode 158 - How to Structure Your Discovery Calls

#289 S2 Episode 158 - How to Structure Your Discovery Calls

Don’t mix up two things if they are not meant to be.

Collin Mitchell shares his personal experience today in Sales Transformation and explains why it is not good to combine discovery and a demo in just one call. Collin will be giving us some tips on how we can properly structure a good discovery call in a way that the prospect understands and will not be overwhelmed and rushed.


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HIGHLIGHTS

Running a solid discovery
How to structure a good discovery
Never combine discovery with a demo

QUOTES

Collin: "I'm a big believer that your discovery and your demo should be two separate calls.”

Collin: "The problem with running a discovery and then going straight into a demo, is you just don't have enough time to process the information.”

Collin: "Tell them what the next steps are, what the process looks like, and then understand what their process looks like people are telling you that you need to adapt your selling process to the buying process.”

Collin: "You just can't process things fast enough to run a good demo if you combine it with a discovery and a lot can go wrong if you try to do that.”


Connect With Collin on LinkedIn

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!


Don’t mix up two things if they are not meant to be.

Collin Mitchell shares his personal experience today in Sales Transformation and explains why it is not good to combine discovery and a demo in just one call. Collin will be giving us some tips on how we can properly structure a good discovery call in a way that the prospect understands and will not be overwhelmed and rushed.

 

Join Our Free Podcast Community HERE!

Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! 

Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!

HIGHLIGHTS

  • Running a solid discovery
  • How to structure a good discovery
  • Never combine discovery with a demo

QUOTES

Collin: "I'm a big believer that your discovery and your demo should be two separate calls.”

Collin: "The problem with running a discovery and then going straight into a demo, is you just don't have enough time to process the information.”

Collin: "Tell them what the next steps are, what the process looks like, and then understand what their process looks like people are telling you that you need to adapt your selling process to the buying process.”

Collin: "You just can't process things fast enough to run a good demo if you combine it with a discovery and a lot can go wrong if you try to do that.”

Connect With Collin on LinkedIn 

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

Looking to start your own Podcats? Book a FREE strategy call. 🚀

Transcript

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:29] Hey, before we start today's episode, I wanted to bring you in on the best kept secret in B2B sales. If you're serious about social selling and your only strategy is cold DMS through LinkedIn, you're missing the mark big time. Learn how I fully manage revenue generating podcasts can change your life and your pipeline@salescast.com.

[00:00:55] All right. Welcome to another episode of sales transformation. Today is going to be a solo episode. And I want to talk a little bit about how to structure a good discovery call. All right. And this, the reason I'm doing this episode is I actually went on a discovery call today where somebody was trying to sell me something and they did a bit of a combo.

[00:01:15] Of a discovery slash demo. And I found myself getting really frustrated when we were going through the demo because we were walking through a lot of things that weren't important to me that weren't relevant to me. And we wasted a lot of time, which essentially made me very disinterested in the product.

[00:01:34] And I sort of checked out. So you gotta make sure that you're running a solid discovery and I'm a big believer. That your discovery and your demo should be two separate calls, or if you're selling a service, then maybe it's a discovery. And then a strategy call when you're getting more into like the services that, uh, you'll be delivering and what that looks like and the reason for them and the recommendations or whatever the case is.

[00:02:02] If you sell services, it's a little bit more of a strategy discussion. If you sell a SAS product is a little bit more of a, um, demonstration of the. Looking under the hood. Um, and that should be framed up in union. Based on what you discussed in discovery. Now, the problem with running a sh uh, discovery, and then going straight into a demo is you just don't have enough time to process the information.

[00:02:30] And you're typically feeling rushed and then you jump right in and you miss things and a lot can go wrong. I mean, there's going to be a lot of deals that are going to never make it to proposal because you combine those in, condensed them into two, one call. So I want to talk a little bit about how to structure a good discovery, um, based on just prefacing it with that.

[00:02:53] So in the beginning of the call, do a little bit of rapport building. Now, I'm not saying you need to shoot the shit and talk about the weather and sports and all of this things, but just build a little bit of a. Okay. You don't have to spend a ton of time here, maybe a minute or two, um, confirm, you know, what the next step is to confirm the amount of time you're going to be spending together and what the structure of that call is going to look like.

[00:03:17] This is going to help set a proper expectation. Okay. You'll have a bit of an agenda, um, share that with them so that they're on the same page as you. So they're not sitting there. Feeling very unsure of what's next or how long we're going to spend on this particular topic. Okay. And then it's important to understand why they took the call.

[00:03:41] Like, is there a big initiative or project or big problem that's going on? What prompted them to take the call? And so understanding that is really important, um, because it's going to help you structure the questioning, uh, in the. Okay. And then, um, you want to find out really what problems they're having, um, what the needs development is, um, the implementation implementation development.

[00:04:07] So, you know, what is it going to look like to implement something like this? Um, what happens if they don't solve this problem? What are the other options that they're looking at? Um, so there's, these are just high level. We're just covering high level here. So there's tons that you can unpack in each of these categories.

[00:04:22] Um, but this is just a bit of a road. Okay. And then, um, then before you start pitching them, um, ask permission, would it be okay if I share a little bit about what it was we do or how things work if we were to work together? Okay. So make sure that in and based on how they answer that, or even just their body language, you're going to see how interested they really are.

[00:04:45] Um, allow your prospects to ask questions. So maybe set the table properly by saying, Hey, at any point here, feel free to interrupt me. If you have any questions or if there's anything. Uh, you'd like a little bit more clarity on, or, you know, maybe if I missed something. Okay. Um, and then when you wrap things up, okay.

[00:05:02] When you wrap things up, you want to navigate towards the next steps, what the next steps look like now, if things have gone well, sometimes they'll be asking you next steps or Dale be starting to, um, say. As if you're already working together. Okay. And that's when, you know, you really ran a solid discovery.

[00:05:19] That's not going to happen every time. Um, but it does happen in those are very good signs. Okay. So tell them what the next steps are and what the process looks like, and then understand what their process looks like. People are telling you that you need to adapt your selling process to the buying process.

[00:05:33] And some people are stuck in this way. This is how things always need to go. Um, but you need to be a little bit flexible and understand how things like this would work inside their organization, who else needs to be involved. What does the timeline look like? What is, you know, things like that. So, so you can start to understand, you know, what.

[00:05:51] Moving forward, looks like to engage with this particular prospect. Okay. So those are some tips on how to run a solid discovery. Um, there's a lot that you can impact there. This is just a basic roadmap. Um, and the key is make sure that. Are talking less than them. Okay. So they should be doing most of the talking.

[00:06:13] Hopefully you maybe have a tech like wing man. Um, that makes it easy for you to know when you need to slow down when you're talking ratio is going up, things like that. Um, and please, please do not combine. Discovery with the demo or the discovery with the strategy call. Um, these are two separate, two separate calls need to happen here.

[00:06:34] Um, you take what you learned in the discovery and then prepare for the next call. You should be reviewing that call. You should be teeing up what the talk track is going to be like based on the information you just can't process things. Fast enough to run a good demo. If you combine it with a discovery and a lot can go wrong.

[00:06:55] If you try to do that. Okay. So I hope that this was helpful. If you enjoyed this episode, please write a review, share the show with your friends, and I'm always listening for your feedback. You can go to sales, transformation.fm, drop me a voice DM, and I will get back to you. Hey, you stuck around that tells me you're serious about your own sales transformation.

[00:07:17] If you're tired of doing things the old way and want to get started in your journey with other people on the same path, head over to sales. Dot community and crush your numbers on your livable. Yeah. It's free sales cast.community. Send me a DM with your best pitch and mention this ad. And I might even give you free access to our best templates.