How to Optimize Your Sales Discovery Meeting
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This document provides guidance on how to perform a sales discovery meeting. It discusses the goals of discovery, which include pre-qualifying prospects, building interest in talking, and closing for a conversation. It recommends using an ICE format - begin with an interaction, followed by a conversation, and end with an explanation. Questions to ask prospects are categorized as relating to their pain, current state, desired state, organization, need to purchase, ability to purchase, authority to purchase, and intent to purchase. Formats, structures, and goals are defined for each step of the discovery process.
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How to Optimize Your Sales Discovery Meeting
- 1. How to Perform a Sales Discovery Meeting
- 2. What is sales discovery?
- 3. When to do a sales discovery?
- 5. I C E
- 6. I C E FORMAT • Cold calls • Cold emails • Networking • Inbound calls • Inbound emails • Website chat • Social media STRUCTURE • 2 to 5 minutes • 80% on prospect • 20% on you GOALS • Pre-Qualify • Build interest in talking • Close for conversation QUESTIONS • Pain • Current State INTERACTION
- 7. I C E FORMAT • Appointment • Online meeting • Meet for coffee, drink, food • Extended cold call • Meet at event STRUCTURE • 10 to 60 minutes • 50% on prospect • 50% on you GOALS • Qualify • Build interest in product • Close for Explanation QUESTIONS • Pain • Current State • Qualifying CONVERSATION
- 8. I C E FORMAT • Presentation • Demonstration • Proposal • Quotation • List of options STRUCTURE • 30 minutes to 2 hours • 20% on prospect • 80% on you GOALS • Qualify • Build interest in product • Close for purchase QUESTIONS • Pain • Current State • Qualifying • Closing EXPLANATION
- 10. Pain Current state Desired state Organization Need to purchase Ability to purchase Authority to purchase Intent to purchase Types of Questions to Ask
- 12. VALUE POINTS TARGET BUYER Small businesses PRODUCT Web design services FEATURES • Design and build websites • Graphic design • Copywriting DIFFERENTIATION • We only work with accountants • We use AI to develop the optimum website layout • We guarantee results COMPANY FACTS • Won design awards 5 years • In business for 30 years • Woman owned business
- 13. • Make something work better COMMON BENEFITS • Decrease the time it takes to do something • Increase revenue / income VALUE POINTS • Increase website traffic • improve website conversion rates • Increase the revenue generated through their website • Decrease costs / expenses • Improve quality of products or services being sold • Decrease risk • Improve visibility, information, or decision-making
- 14. VALUE POINTS TARGET BUYER Small businesses PAIN POINTS PRODUCT Web design services FEATURES • Design and build websites • Graphic design • Copywriting DIFFERENTIATION • We only work with accountants • We use AI to develop the optimum website layout • We guarantee results COMPANY FACTS • Won design awards 5 years • In business for 30 years • Woman owned business VALUE POINTS • Increase the revenue generated through their website • improve website conversion rates • Increase website traffic
- 15. • Increase the revenue generated through their website VALUE POINTS • improve website conversion rates • Increase website traffic PAIN POINTS • Need to generate more revenue through the website • Website visitors are not converting to customers • There is a need to increase website traffic
- 16. PAIN POINTS VALUE POINTS • Increase the revenue generated through their website • improve website conversion rates • Increase website traffic TARGET BUYER Small businesses PAIN POINTS • Need to generate more revenue through the website • Website visitors are not converting to customers • There is a need to increase website traffic PAIN QUESTIONS PRODUCT Web design services FEATURES • Design and build websites • Graphic design • Copywriting DIFFERENTIATION • We only work with accountants • We use AI to develop the optimum website layout • We guarantee results COMPANY FACTS • Won design awards 5 years • In business for 30 years • Woman owned business
- 17. • Need to generate more revenue through the website PAIN POINTS • Website visitors are not converting to customers • There is a need to increase website traffic PAIN QUESTIONS • How important is it to get more revenue out of your website? • How important is it for you to improve website conversion rates? • Do you need to increase website traffic and visitors?
- 18. PAIN POINTS VALUE POINTS • Increase the revenue generated through their website • improve website conversion rates • Increase website traffic TARGET BUYER Small businesses PAIN POINTS • Need to generate more revenue through the website • Website visitors are not converting to customers • There is a need to increase website traffic PAIN QUESTIONS PRODUCT Web design services FEATURES • Design and build websites • Graphic design • Copywriting DIFFERENTIATION • We only work with accountants • We use AI to develop the optimum website layout • We guarantee results COMPANY FACTS • Won design awards 5 years • In business for 30 years • Woman owned business PAIN QUESTIONS • How important is it to get more revenue out of your website traffic? • How important is it for you to improve your website conversion rates? • Do you need to increase website traffic and visitors?
- 19. • How important is it to get more revenue out of your website traffic? • How important is it for you to improve your website conversion rates? • Do you need to increase website traffic and visitors? PAIN QUESTIONS Pain Questions
- 21. Current State Questions • Current systems and processes • People in the organization • Current service providers/vendors • Current contracts and expiration dates • Size details – number of sites, people, systems, etc. • Current performance/stats (technical, marketing, financial, etc.) • Last time evaluated other options CURRENT STATE PAIN QUESTIONS
- 22. • Do you currently have someone that can make changes to your website? • Are you currently working with a web design agency? • How happy are you with person working on your website? • When was the last time you refreshed your website? • How much traffic are you currently getting to your website? • What CMS platform is your website built on? • When was the last time you considered redoing your website? • How many different websites do you currently have? • Are you the person to that makes decisions regarding your website? CURRENT STATE PAIN QUESTIONS Current State Questions
- 23. • What are the short and long-term goals for the organization? • What is the top priority for the organization? • What areas are targets for future improvements? • What issues or challenges would you like to fix? • If you could wave a wand and change one thing, what would that be? CURRENT STATE PAIN QUESTIONS DESIRED STATE Desired State Questions
- 24. • What does the organization look like? • What objectives is the organization measured against? • How is the organization structured? • What does your team look like? • What other departments do you interface with? • Who do you report to? • Is it possible to get a copy of an org chart? CURRENT STATE PAIN QUESTIONS DESIRED STATE ORGANIZATION Organization Questions
- 25. • What motivated you to look at us (brought you to us)? • Do you mind if I ask why you took time out of your schedule to meet with us? • What improvements could you see if you make this purchase? • What will happen if you do not purchase something? • Is there a date when this purchase needs to be made? • What happens if the purchase is not made by that date? • What is the time frame that the project needs to work along? CURRENT STATE Need to Purchase Questions NEED TO PURCHASE PAIN QUESTIONS DESIRED STATE ORGANIZATION
- 26. • What is the budgetary range that you need this purchase to stay within? • Is there a budget approved for this project? • Have the funds been allocated to this purchase? • What budget (department) will this purchase be made under? • Are there other purchases that this funding may end up being used for? • How does the project fit with other initiatives from a priority standpoint? Ability to Purchase Questions CURRENT STATE NEED TO PURCHASE ABILITY TO PURCHASE PAIN QUESTIONS DESIRED STATE ORGANIZATION
- 27. • What is the decision-making process? • What parties will be involved in making the decision? • What are the key factors that a decision will be based on? • What functional areas (departments) will be impacted by the purchase? • Is there a committee that this type of purchase has to go through? • Who is the ultimate decision maker? • Who is the person that will need to sign the agreement/contract? Authority to Purchase Questions CURRENT STATE NEED TO PURCHASE ABILITY TO PURCHASE AUTHORITY TO PURCHASE PAIN QUESTIONS DESIRED STATE ORGANIZATION
- 28. • What other options are you considering? • How far along are you in discussions with them? • How do you feel about your other options? • What do you like about them? What do you not like about them? • How do they compare with what we have to offer? • Is there a reason why you would choose us over them? • If you had to make a decision today, which way would you lean? Intent to Purchase Questions CURRENT STATE NEED TO PURCHASE ABILITY TO PURCHASE AUTHORITY TO PURCHASE INTENT TO PURCHASE PAIN QUESTIONS DESIRED STATE ORGANIZATION
- 29. Can I schedule a sales discovery meeting with you where I can ask you a bunch of questions? Our standard process is to have a discovery meeting where we can gather some details about your environment. What is the best way to get that on the calendar? How to Sell the Sales Discovery
- 31. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @sales_halper
- 33. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 35. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 37. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 39. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 41. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
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