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HOW TO LEAD A DISCOVERY
SALES MEETING
Mike Faherty- Founder & CEO
ProSales Connection, LLC
mike@prosalesconnection.com
832...
Agenda
 What is a Sales Discovery Meeting?
 Preparation
 Open Meeting
 Discovery Conversation
 Vision Engineering
 N...
What is a Discovery Meeting?
 The purpose of a discovery meeting is to:
Learn their priorities
Uncover their challenges
A...
Preparation
 Review your notes
 Research the company
 Research the attendees
 Prepare thoughtful and targeted question...
Opening the Meeting
 Start on time
 Check for time
 Introduce yourself (Sample Opening)
 Around the table
 Review age...
Sample Opening
“Thank you for agreeing to spend some time with me this afternoon. I’m
excited to learn more about your org...
Discovery Conversation
 Getting Started
Ask a prepared and well thought out open ended question
that starts the discussio...
Conversation Starters
 Clarify Something
“Before we get started, I was reviewing my
notes/reviewing your website/reading ...
Conversation Starters
 Qualify the Prospect
“Before we get started, I read your profile on your
website and I understand ...
Conversation Starters
 Generic Opening (when something goes wrong
and your are not prepared)
“Like I mentioned before I w...
Keep the Convo Moving
 Questions: 5 W’s and H
Who wants that fixed?
What does it cost the business?
Where did the problem...
Vision Engineering
 After you have identified a couple significant problems and
fully understand the issues, it is time t...
Double Check - BANT
 Budget
The best sales people don’t shy away from these questions.
They ask them directly with confid...
Next Steps
 Secure the next steps before concluding the meeting
 Don’t accept
“We’ll get back to you.”
“Give me a call n...
Close the Meeting
 Finish on time
 Thank them for their time
 Reiterate that you are confident that your solution will ...
Follow-up Activity
This step is critical to your sales organization’s long-term
success!
 Follow-up is where the money is...
Mike Faherty, Founder & CEO
ProSales Connection, LLC
mike@prosalesconnection.com
www.prosalesconnection.com
832-365-0730 x...
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How to Lead a Discovery Meeting

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The Sales Growth Hub welcomes Mike Faherty, Founder and CEO of ProSales Connection, where he will discuss how to get the most out of sales meetings.

Getting the meeting with a prospect is only part of the battle. If you don’t know how to execute the meeting to extract the information you need in order to qualify the prospect and generate a lead, you will not be getting the most out of that extremely valuable time.

In this webinar, we will show you exactly what you need to do in your sales meetings. You will not only get better results, you will look like a rockstar in the process.

Published in: Business
  • Thank you, Mike. Very helpful and stress reducing :)
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  • Thank you Mike, it's valuable info in preparing the first meeting with potential client.
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  • Very nicely done Mike. Have you heard of the AXNOT principle? I read about it the other day from Dan Smit: http://oppsgroup.com/deal-stories/how-a-great-discovery-call-earned-me-the-biggest-deal-in-my-startups-history
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How to Lead a Discovery Meeting

  1. 1. HOW TO LEAD A DISCOVERY SALES MEETING Mike Faherty- Founder & CEO ProSales Connection, LLC mike@prosalesconnection.com 832-365-0730 x302 Connecting our Client with their
  2. 2. Agenda  What is a Sales Discovery Meeting?  Preparation  Open Meeting  Discovery Conversation  Vision Engineering  Next Steps  Close Meeting  Follow-up Activity 832-365-0730 x302
  3. 3. What is a Discovery Meeting?  The purpose of a discovery meeting is to: Learn their priorities Uncover their challenges Align your solutions to their priorities Qualify the opportunity 832-365-0730 x302
  4. 4. Preparation  Review your notes  Research the company  Research the attendees  Prepare thoughtful and targeted questions 832-365-0730 x302
  5. 5. Opening the Meeting  Start on time  Check for time  Introduce yourself (Sample Opening)  Around the table  Review agenda 832-365-0730 x302
  6. 6. Sample Opening “Thank you for agreeing to spend some time with me this afternoon. I’m excited to learn more about your organization and I will certainly share with you more about our experience and capabilities as it relates to your specific business.” “Before we get started, I’m sure you have some questions about me and our company. We are based in ____ and have been for ____ years. We work with clients like ____ and ____ to help them INSERT VALUE PROPOSITION. I’ve been with the company since ____ and as the ____(title) I’m responsible for ____.” “Obviously, you spoke with ________ on our team last Tuesday and I understand she shared with you some high level information about our company on that call. I met with _______ shortly afterwards and she briefed me on the information you were able to share with her as well. That was very helpful.” 832-365-0730 x302
  7. 7. Discovery Conversation  Getting Started Ask a prepared and well thought out open ended question that starts the discussion in an area that is important to you It should not be a direct qualifying question. You are setting the tone for the meeting and putting yourself in control of the dialog. 832-365-0730 x302
  8. 8. Conversation Starters  Clarify Something “Before we get started, I was reviewing my notes/reviewing your website/reading your quarterly report and I saw that you provide/service/work with XYZ…  Can you tell me more about this?  Can you explain how your group supports this?  Would you mind elaborating on that briefly?” 832-365-0730 x302
  9. 9. Conversation Starters  Qualify the Prospect “Before we get started, I read your profile on your website and I understand your title is __________...  I wondered if you wouldn’t mind telling me a little more about your responsibilities and how you are involved with this area of the business?” 832-365-0730 x302
  10. 10. Conversation Starters  Generic Opening (when something goes wrong and your are not prepared) “Like I mentioned before I will take you through our capabilities today, but I hoped you wouldn’t mind if we started by asking you to give me a high level overview of your business… I find that websites don’t always tell the real story of a business. Would you mind?” 832-365-0730 x302
  11. 11. Keep the Convo Moving  Questions: 5 W’s and H Who wants that fixed? What does it cost the business? Where did the problem start? When does it need to be completed by? Why hasn’t that been changed yet? How have people tried to fix that in the past?  Make it your goal to ask at least two (2) follow-up question to each question you ask.  mike@prosalesconnection.com Subject “Convo” 832-365-0730 x302
  12. 12. Vision Engineering  After you have identified a couple significant problems and fully understand the issues, it is time to start to “engineer a vision” of the problem being fixed with your solution.  Transition to the Solution Conversation Restate the problem(s)  Highlight the 1st problem identified and begin to make possible recommendations based on proven experience and capabilities.  Stay high level and don’t dive into the details  Check for understanding and alignment along the way 832-365-0730 x302
  13. 13. Double Check - BANT  Budget The best sales people don’t shy away from these questions. They ask them directly with confidence.  Determine Authority Identify who in the room or organization has the authority to make the investment in your solution  Need These are the confirmed “pain points” that you have uncovered with your questions.  Timeframe If you have aligned your solution to a funded project or an existing timeline then you simply confirm this.
  14. 14. Next Steps  Secure the next steps before concluding the meeting  Don’t accept “We’ll get back to you.” “Give me a call next week.”  Try to get all the players in the room for the next meeting Technical buyers Critical users Business influencers Financial decision makers  Engage with dissenting voices separately 832-365-0730 x302
  15. 15. Close the Meeting  Finish on time  Thank them for their time  Reiterate that you are confident that your solution will help solve their business challenge(s)  Restate the action items for both sides  Exit “stage-left” 832-365-0730 x302
  16. 16. Follow-up Activity This step is critical to your sales organization’s long-term success!  Follow-up is where the money is made!  Step 1 – Next Day – quick “Thank you” call  Step 2 – 2-4 Days Later – Follow-up Letter Follow-up letter format  Your understanding of their present situation  What they would like their future to look like  How you recommend achieving this desired outcome  Any budget or time-frames that need to be considered  Confirm what you understand to be the decision process  The recommended/agreed upon next steps 832-365-0730 x302
  17. 17. Mike Faherty, Founder & CEO ProSales Connection, LLC mike@prosalesconnection.com www.prosalesconnection.com 832-365-0730 x302– Direct 866-347-9423 – Free

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