- Build and maintain MOMENTUM in your deals - Allow you to create DEEPLY PERSONALISED engagement with your prospects - Deeply understand your prospect’s PAIN and VALUE IMPACT of taking that PAIN away - Enable you to create more compelling PRESENTATIONS, DEMOS and VALUE PROPOSITIONS for your prospects - Understand the BUYING PROCESS in more detail to ensure you engage with the right PEOPLE within your prospects

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?