In this 90 min. presentation about the critical Discovery Techniques we must learn and master to successfully sell consulting engagements.

1. "Better Discovery Translates to
More Deals!"
For the One Page Business Plan Consultants
October 21, 2010
Scott Carpenter
Managing Director
10/21/2010 1© 2010 Carpenter& Associates

2. Agenda
Purpose: Get better at discovery
Process: 6 Topics
Payoff: Increased competence and
confidence
10/21/2010 2© 2010 Carpenter& Associates

3. Topics
1. What you don’t say
2. Qualifying prospects
3. Demonstrating your expertise
4. Anticipating the tough questions
5. Testing for fit
6. Willingness to pay
10/21/2010 3© 2010 Carpenter& Associates

4. What You Don’t Say
10/21/2010 4© 2010 Carpenter& Associates
Quiet Please
by bixentro

5. What You Don’t Say
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•Purpose
•Trust
•Candor
“You miss 100% of the shots you
never take.” — Wayne Gretzky

6. Qualifying Prospects
10/21/2010 6© 2010 Carpenter& Associates
Felipe Massa Qualifying for the…
by Mr. Mystery

7. Qualifying Prospects
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• Early and often
•Good for your prospect
• Where to Start
•9 Elements

8. 9 Elements
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•Jumping off point
•Purpose
•Critical Success Factors
•Bus Driver
•Processes
•Talent Management
•Service or Product
•Strategy and Tactics
•Brand

9. Demonstrating Your Expertise
10/21/2010 9© 2010 Carpenter& Associates
Boot Camp Skills
by
Randy Son Of Robert

10. Demonstrating Your Expertise
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• Who you are/ What you are all about
•Their jumping off point
• Your track record

11. Anticipating the Tough Questions
10/21/2010 11© 2010 Carpenter& Associates
Orlando Mar 09, survivingthe…
by
divemasterking2000

12. Anticipating the Tough Questions
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•Write the questions you don’t want
•Find the answers
•Proactively share

13. Anticipating the Tough Questions
10/21/2010 13© 2010 Carpenter& Associates
Orlando Mar 09,
survivingthe…
by divemasterking2000

14. Testing for Fit
10/21/2010 14© 2010 Carpenter& Associates
•Social Style of Prospect
•Does your prospect need your solution
•Suggest the solution
•Ask for their feedback
•Adjust, re-suggest, feedback

15. Social Style
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16. Versatility
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17. Willingness to Pay
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Please Pay Here 3-14-09
19 by stevendepolo

18. Willingness to Pay
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• Outcome instead of program
•Value is improved outcome (s)
•Know their cost of doing nothing

19. Take Aways
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•Not a straight line
•Create trust
•Increase candor
•Use 9Es as a guide
•Style of your buyer
•Sell outcomes not a program

20. Now What?!
10/21/2010 20© 2010 Carpenter& Associates
“The way to do things is to begin”
Horace Greely
A gift to each of you
Free mini assessment of your discovery process.

21. HELPING CUSTOMERS GROW SALES, PROFITABLY
Scott@CarpenterandAssoc.com
10/21/2010 21© 2010 Carpenter& Associates