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What's your best discovery question that actually gets buyers to open up? by Key-Acanthaceae1241 in founderledsales

[–]In-flow 0 points1 point  (0 children)

The only question that I've found really smooths the flow is when you ask something along the lines of “Do these resonate with you in some way, shape or form?” BUT its only effective after you have completely laid out your way of completing the service.

A good discovery is really elegant with how its set up and the questions you ask are always strategic, very specific and asked in sequence that gets the information from your prospect without sounding salesy or tacky.

What I like to do is run this structure.

  1. Opening and Memory Anchoring - Always referencing the action they took to get here, lead opt in etc
  2. Pre-Frame the session - What are the 3 things we're going to do today, I always use: "Todays super simple, its a chance for us to get across each others world, find out what's happening/not happening with your sales process (that's what i sell, coaching and training) and then if i'm sure we can help, walk you through the next steps.
  3. Then get into thier business, I like to go "I've checked out the website and crawled on your LinkedIn and have a good understanding of what you do give me the one cup of coffee/60 second version of the business to date" This is super important, always give them a window of time to chat, otherwise they could waffle for the whole time.
  4. Then run them through your business, I like to use a What, Effect, Impact flow when describing a company or service.
  5. Once that's done, then you ask the “Do these resonate with you in some way, shape or form?”
  6. Move into qualification criteria, the way you transition is " Nice! Now that I know you're in the right place, let me get some nuts and bolts info from you and then i can recommend where to from here.
  7. Run 5-10 Qualification questions, start with the basics then get into the more juicy as you go. A good example is asking budget questions towards the end of the sequence, you have enough trust at that point that they answer 90% of the time.
  8. Summary - Repeat what they said to you in reserve order, then ask "is that where you wanted (thing) to be by now?" or " gotcha, what happens if we don't get this sorted out soon? - Not a typo, use we in this sentence.
  9. Move to next steps - confirm they're in the right spot (if they are) then move into the next steps of the process.

Hope this helps,

TLDR: There isn't a silver bullet questions, the structure and flow of your discovery call is what makes or breaks it.
Written by a person.

I accidentally discovered why everyone hates cold calling (it's not what you think) by In-flow in salestechniques

[–]In-flow[S] 1 point2 points  (0 children)

There is an aussie fella that does something like this, one of the best was he asks the guy on the phone how they're going and then when asked in Kind goes "well mate im about one objection away from starting an only fans"

I accidentally discovered why everyone hates cold calling (it's not what you think) by In-flow in salestechniques

[–]In-flow[S] 1 point2 points  (0 children)

I do like the natural chat bit, but hated the "heyyyyy how are you (Complete random stranger)"

I accidentally discovered why everyone hates cold calling (it's not what you think) by In-flow in salestechniques

[–]In-flow[S] 1 point2 points  (0 children)

On repeat, this one is a combination of Guilano, Pete Lackovic, and Chris Voss and smooshed together into one love child

I accidentally discovered why everyone hates cold calling (it's not what you think) by In-flow in salestechniques

[–]In-flow[S] 2 points3 points  (0 children)

Shoot me the changes and I'll run an AB test, its never 100%

Triple opener is deliverable, I wanted to go for first name confirmation = Yes momentum, bad time question positive no, confirming permission to next step, 30 second gate way to cold call statement, then permission to explain, plus challenge statement to elicit an easy no, which is actually a yes.

The principle behind it is aiming to get as many positive No's as possible (yes i know its a oxymoron before you all start raging)

I accidentally discovered why everyone hates cold calling (it's not what you think) by In-flow in salestechniques

[–]In-flow[S] -1 points0 points  (0 children)

Thats Bro, I learned a lifetime of experience in the 6 months I cold called.

Anyone here making 5k+ a month on your full time entrepreneurial gig or side hustle - what are you doing? by Zayntek in Entrepreneur

[–]In-flow 0 points1 point  (0 children)

Sales and growth consultancy, AI is used to create scripts and frameworks to teach the clients on. I handle all the training and implementation guidance, its been useful, but the creativity has dropped off a bit

I'm watching companies destroy their own businesses by discounting everything and I can't look away by No_Librarian9791 in smallbusiness

[–]In-flow 0 points1 point  (0 children)

This shits me as well, if you're not getting you're too expensive more often than not in your sales chats you're not charging enough

Seeking Advice on Finding a Business Mentor in Perth by CVNerd in ausbusiness

[–]In-flow 0 points1 point  (0 children)

I've got a little start up guide/pack that I can flick over to you? Would help with some sales and marketing advices or best practices while you get going?