SKYROCKET YOUR TEAM’S SUCCESS WITH TOP-NOTCH

SKYROCKET YOURTEAM’S SUCCESSWITH TOP-NOTCHDISCOVERY SKILLS

Here’s what you’re going to learn.TODAY’S AGENDA

THE #1 DISCOVERY MISTAKE “GOOD” (BUTNOT GREAT) SALESPEOPLE MAKE:

“Stop treating discovery like a static stage of the call.Inflexible, always at the beginning, rehearsed. The bestdiscovery I hear doesn’t sound like discovery.It sounds like a friend asking me questions throughout aconversation to help me make the best choice.”JUSTIN WELSHSVP SalesPatientPop

Discovery dictates the trajectory of your deal

Let’s get Into discovery callSTRATEGY

DISCOVERY STRATEGYThe skill isn’t in knowing discovery strategies.The skill lies in knowing which strategiesapply to which situations.

NO ONE SIZE FITS ALLWhat’s successful in one scenario couldbe counterproductive in another.

THE BUYER’S JOURNEY DICTATESDISCOVERY STRATEGYLatent PainUnderstandwhat the buyeris thinking andfeeling at eachstage.Active PainSolution DevelopmentEvaluationDecision

TWO PRIMARYDISCOVERY SCENARIOS

INBOUNDStart with the buyer’s vision.

PAIN“Tell me about it: whatis causing you to havethis (pain)?”“Besides yourself, whoin your organization isimpacted by this(pain) and how?”“What is it going to takefor you to be able to(achieve goal)? Could I trya few ideas on you?”“Is it because.?”“Is this (pain) causing.?”“If so, would (title) also beconcerned?”“You mentioned(reason). what if therewere a way when, who,what would help?”“So, the reasons for your(pain) are because ?Is that correct?”“From what I just heard (who & how) it sounds likethis is not just your problem,but a company one?”“So, if you had the abilityto (summarize capabilityvisions). Then could you(achieve your goal)?”BUYING VISION

OUTBOUNDEarn the right, then dig into pain.

So, how do you earn the right?A DISCOVERY PROMPTER

What’s a discoveryprompter?A short educational narrative aboutthe problem or opportunity yourproduct solves for, designed to getyour buyer TALKING.

Which of these are you facing?PeopleSuccess IssuesDealSuccess IssuesStrategySuccess IssuesUnderdeveloped sellingskills.Missing your numbers,or deals going southwithout knowing why.Difficulty getting yourteam to adopt newsales motions.A wide performancedelta between yourbest reps and the rest.Low close rates and/orlong sales cycles.Slow onboarding ramptime for new hiresLack of visibility intodeals and pipeline.Uncertainty about theright sales message to goto market with.Lack of frontline marketintelligence to informgo-to-market decisionmaking

PAIN“Tell me about it: whatis causing you to havethis (pain)?”“Besides yourself, whoin your organization isimpacted by this(pain) and how?”“What is it going to takefor you to be able to(achieve goal)? Could I trya few ideas on you?”“Is it because.?”“Is this (pain) causing.?”“If so, would (title) also beconcerned?”“You mentioned(reason). what if therewere a way when, who,what would help?”“So, the reasons for your(pain) are because ?Is that correct?”“From what I just heard (who & how) it sounds likethis is not just your problem,but a company one?”“So, if you had the abilityto (summarize capabilityvisions). Then could you(achieve your goal)?”BUYING VISION

Now, it’s time for theTACTICS

TACTIC #1Set an upfront contract.

No mutualmystification!Definition of anUpfront ContractAgreement between a Salespersonand a Prospect or Client about whatwill take place before you get started.

Upfront contract:FRAMEWORK“1.The Time and Topica.Confirm the amount of time allotted and give high level what thecall it going to cover2.The Role of the Prospect (Prospect's agenda and expectations)3.The Role of the Salesperson (Salesperson's agenda and expectations)4.The Outcome - Yes/No5.Biggest Concerna.What is the biggest concern the salesperson has about theprocess, not the "outcome"? (i.e. "At the end of the meeting, wehave no clear step if we want to continue".)

TACTIC#2Ask questions only an expertwould think to ask.

The best question you can ask is one that only anexpert would ask. They’re questions that make yourbuyer think rather than just recite information.CHRIS ORLOBDirector, SalesGong.io

Ask questions that exude competence““Do you sell via dialers or webconferencing?”vs.“Can you walk me through your salesprocess from first contact to closed deal?”

TACTIC #3Tell a customer story thattriggers their hot button

TACTIC #4Get LONG responses from your buyers.

Which of the following words begin anopen-ended question?A. “Do”B. “How”C. “Will”D. “Can”

Ask questions that getLONG ANSWERS.Discovery QuestionCustomer Response

LONG RESPONSEScorrelate withHIGHER CLOSE RATES.8Success Rates.6.4.2050100150Customer Story Length200250

How to get long responses toyour questionsStart your questions with one of these phrases:“Can you help me understand.Can you walk me through.Can you tell me about.Talk to me about.

TACTIC #5Ask “strategically spontaneous”questions

According to Gong data, what is the mosteffective number of questions to ask on adiscovery call?A. 0-6B. 7-10C. 11-14D. 15-18

According to Gong data, how manyquestions on a 1st call should you ask whenmeeting with a C-level executive?A. 4B. 6C. 8D. 9

The #1 issue I find reps have is not basing their discovery questionson what the prospect just told them.As a result, the questions come across as more of a line ofquestioning than they do a natural conversation. So you can end uphaving a list of the best questions in the world, but it won’t be nearlyas effective if it’s not natural.CHARLES MUHLBAUERFounder and PrincipalSalesShare

Make it feel like a natural conversation.AVOID THE “CHECKLIST OF QUESTIONS” EFFECTAverage RepsCall DurationCall DurationQuestion VelocityTop Performers

What does good sound like?1.2.What are your top 3 initiatives for 2020?It sounds like hiring is taking a lot of your time.a.How is the search for the west coast Director going?b.Yea, finding a solid sales leader takes time. We recentlyhired one and it took over 4 months. It’s worth taking thetime and getting it right.3.Aside from hiring, what are your biggest hindrances in hittingyour revenue targets?

TACTIC #6Soften the “feel” of the conversationwith mirroring and labeling

Mirror your buyer’s final few wordswith an upward tone“Ramp time is slow?”“Messaging isn’t right?”Chris VossNever Split the Difference“Your number’s too high?”

LABELING““It seems like you”“It sounds like you”“It looks like you”

Labeling:What does it sound like?“The goal is to get the prospect to expand on their objection so youcan properly address and overcome it.Buyer: “I see value in your product, but I have too manycompeting priorities to take this on right now.”Seller: “It seems like you’re hesitant to disrupt your currenttech stack.”The prospect will feel heard and expand on objection.

TACTIC #7Validate the buyer and SELLthe next step.

According to Gong data, how much moredo top reps discuss next steps comparedto average reps?A. 12% moreB. 44% moreC. 53% moreD. 81% more

Go for the closeBased on what you’ve told me, I think you’re going to loveGong. It’s going to help you:“[Insert value prop based on what you uncovered]As a next step, I suggest we schedule a product demo so youcan judge this for yourself. Do you have your calendar handy?Always finish with a Firm Future CommitmentTime, Date & Agenda

Now What?You have theSTRATEGY Download our 1-pagerwith all 7 deal-definingdiscovery tipsnow you need theCHEAT SHEETGo to Gong.io/SESannual

SKYROCKET YOUR TEAM’S SUCCESS WITH TOP-NOTCH DISCOVERY SKILLS. TODAY’S AGENDA Here’s what you’re going to learn. THE #1 DISCOVERY MISTAKE “GOOD” (BUT NOT GREAT) SALESPEOPLE MAKE: JUSTIN WEL