Actionable Discovery Guide – DiscoveryCoach

Once your prospect has told you the pain they are facing, a good question to ask is how widely known is the pain.

If only the person you’re talking to recognizes the pain, the conversation won’t be very fruitful.

In addition, that person may not be a good champion.

What You’ll Learn In Actionable Discovery Guide – DiscoveryCoach?

• How to use this guide (1:53)
• One more thing(2:03)

• Context for this section(0:24)
• How exactly it should (2:48)
• ANOT
• What we’re NOT offering(0:55)
• What happens after you ?(4:02)
• If the prospect shares problems(3:38)
• Raise more Issues(2:57)
• Transition to HOW we can help(5:58)
• The “I don’t know what I don’t know” prospect (Beginning of call)(2:32)
• The “I don’t know what I don’t know” prospect (End of call)(3:21)

• Context for this section(0:37)
• How we sell
• Who we ultimately work with

• Hypothesis(0:30)

• Asking your first problem question(3:12)
• To What Extent(2:05)
• The power of recapping(2:44)

• We’ve found(1:02)

• Discovery with C level Execs(1:34)

• Asking for permission(2:08)
• The tough question formula(1:38)
• Use Humbling Disclaimers
• If you’re afraid to bombard your prospect with questions
• Clarification questions
• Stumbling on your questions? Just say so(0:57)
• Bring the Past to the Present(2:09)
• Use a Negative Disposition(2:06)

• Context for this session(0:58)
• How widely known?(1:02)
• The Scale
• The Two Camps(2:27)
• What have you tried?
• What makes you say that?
• Why is that important?
• Why no tool?
• Was there a time when?..
• Why do you feel that way?
• Why now?
• Have you ever wondered why that is?
• Alternative options?
• Ideal solution
• Platform aside
• Pretending we can (Future to the Present)

• From “WHY” to “WHAT”(1:29)

• The Four Triggers(4:08)
• Keeping the thread

• Context for this section(0:39)
• You don’t have a problem [Updated]
• You don’t believe we can help you
• You’ll be ok without us
• Lost opportunity (1 of 2)(0:57)
• Lost opportunity (2 of 2)(1:07)
• Mutual skepticism(2:37)
• Empathetic statements
• Recommendation
• If you’re not going to use the platform
• Questions on Questions
• Great phrases to use

• BEFORE Your Demo(4:56)
• DURING your demo (Discovery questions)(1:23)
• DURING your demo (Clarification questions)
• Open ended type questions
• When More People Are Joining
• Point out BOTH Gains and Loss Prevention
• What stood out?
• Worst Solution Ever?
• Buying Process Questions
• Teasing pricing (Version 1)
• Teasing pricing (Version 2)
• How do you feel about the Pricing?

• Context for this section(0:37)
• Demo on your first call(2:03)
• The classic Intro/Demo call

• The TWO Outcomes
• End of Call Clarification Questions
• What do you anticipate?

• Context for this section(1:43)
• Can I ask?
• Have you thought about…?
• What’s that costing?

• Looking for a story(2:03)
• Financial impact questions

• Context for this section(1:32)
• Isolating the objection
• “Can we get a lower price?” [Updated]
• “The price is quite high”
• “That price is quite high for this tool”
• “Can we get more seats?”(0:24)
• “Can we get a discount?”
• “This is more expensive than I thought”
• “Can we get a discount?” 4 Levers
• “I can’t get budget from other groups”
• “We realized we don’t have the budget for this”(0:55)
• “That’s more than we were looking to spend”
• “We’re really happy with what we have now”
• “What’s the ROI from clients that work with you?”
• Once an agreement is sent – Make the call!
• “Your competitor is cheaper”
• “What’s the best price we can get?”

• Context for this section(0:47)
• “We don’t know what we don’t know”
• “Can we just see a demo?” / “We only have 20 minutes”
• “Send us the pricing and we’ll get back to you”
• “We left the other vendor because they were too expensive”
• “I am the decision maker”
• “My boss does not need a demo”
• “Let’s discuss with our team & get back to you”
• “Let’s discuss with our team & get back to you” (Version II)
• “None of that resonates with us”
• “Just email us the pricing”

• Context on this section(0:43)
• Reasons not to work together
• Timing or something else?
• Price aside
• Dealing with procurement
• The PROSPECT’S Competition
• Poor economic environment(1:05)
• Poor economic environment II
• Poor economic environment III
• Trigger opportunities(1:26)

• The range
• I don’t suppose
• Most often

• Context for this session(0:40)
• “Just so I..”
• “Just curious”
• Twister Master Summary

• Context for this section(1:03)
• More accurate than optimistic (phone)
• More accurate than optimistic (emails)(1:54)
• Going Golfing
• We haven’t reviewed the contract yet
• Making sure you’re on the same page
• When you WANT to walk away from a deal
• When your late stage prospect keeps ghosting you

• Teasing pricing flexibility (Email)

• Bringing the Future To The Present(1:25)
• Reasons for your questions

• Context for this section(0:25)
• Be A Sloth(2:31)
• Fire yourself from your job(2:46)
• The THREE Things(2:08)
• Hang this next to your laptop
• Mindset Advice
• Not necessary
• My biggest regret in discovery
• Don’t be so giving
• How To Not Die Alone
• Biggest Sales Mistake I Made
• A Very Embarrassing Story(1:00)
• What Helped Me Hit My Quota(2:15)
• Negative Impact questions are AWKWARD
• Stay in control
• Express your assumptions
• If you only had two choices(0:40)

• Master summary

• Did you like it?(0:52)

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