How To Run A Discovery Call - Strategy Session
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- Опубліковано 10 чер 2024
- Learn step-by-step how to run a discovery call or strategy session and turn total strangers into paying customers.
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0:00 Intro To Running a Discovery Call & Strategy Session
02:40 Rapport
04:11 Agenda
04:55 Pain
06:33 Budget
07:03 Authority
07:44 Time
08:55 Close
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Do you remember when you were a kid in elementary school and had to do these little science projects?
You came up with a hypothesis, experimented, and even wrote your theories on what happened.
Well, like those fun science projects, I believe sales is the same.
You see, when you become more experienced in sales, you'll realize most people behave and react in similar ways.
For example, when you say X, you can expect people to respond with Y confidently.
Now, when it comes to running your sales meetings, discovery calls, strategy sessions, or whatever you choose to call it, we can apply the same methodology.
When you know what to say and do in your sales meeting, you can consistently get people to take the same action...
Which is to buy your products and services!
RAPPORT
The first step of the discovery call where you're qualifying your prospect to see if they are a good fit to buy your products and services is to build rapport. This is where you build a connection with your prospect to get them to trust you that helps them share important information about their business later on in the call.,
AGENDA
Next we have the agenda where you're going to set the right expectations on what both parties can expect on the discovery call. Make sure to talk about what outcomes you hope to achieve when the call is over
PAIN
After the agenda, you'll be diving into the prospects pain to understand what problems or challenges they have and how you might be able to solve them.
BUDGET
In your sales meeting, it's important to get a sense of how much budget the prospect has set aside for purchasing your products and services.
AUTHORITY
Ask if there are any other decision-makers the prospect needs to bring into the deal before the deal is done. It's critical to understand who these decision-makers are, how the decision-making process happens within a company, and a clear plan to build a relationship with each person.
TIME
Uncover when the prospect expects to get a deal done.
CLOSE
The final step of the discovery call is to pitch your product or service and close the deal. This can be a demo or presentation or simply talking about your offer over the phone.
--
Patrick Dang is an international sales trainer who started his career at Oracle in Silicon Valley and quickly became on the top performers in North America in just one year.
After gaining experience in both the enterprise and startup world, Patrick began sharing his knowledge of modern sales students worldwide.
Since then, Patrick has trained over 70,000 students across 150 countries on topics on how to start a career in sales, business development, lead generation, cold email, LinkedIn, cold calling, and sales skills.
Patrick's vision is to inspire others to pursue their dreams and provide the knowledge and tools to make those dreams a reality.
CONNECT WITH PATRICK DANG
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#discoverycall #strategysession #salesmeeting
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instablaster...
1. Rapport
2. Agenda
3. Pain
4. Goals
5. Budget
6. Decision Making Process / Authority
7. Timing
8. Close
are you looking for likes? Cause listing them like this doesn't give the value watching the video does.
@@negatron5514 looking for value
For me it was a perfect addition to the video for taking my own notes. Thanks for the list! :)
I watched all of your videos about 6 months ago before my interview process with a SaaS company. I would like to genuinely thank you for all of the great advice and content you provided. If it wasn't for you, I don't think I would've been able to land the job! You provided great clarity and direction into what is required of a BDR and this gave me the confidence I needed! Thank you so much!
wow that's amazing to hear Anthony, I'm happy to hear you landed the job and I'm wishing you the best in your new career!
Realy brother..you are making things very simpler
After watching this video I told my teammate that we needed to start doing discovery calls before scheduling a demo. He said I just read his mind and then asked if I'd been watching Patrick on UA-cam 😂 I guess you're the standard for sales training now.
Haha that’s hilarious 😂 but I’m glad the videos are helping!
It's been nearly impossible to find a very structured video on discovery call, thank you man.
No problem! I'm here to help
I'm so close to getting a SDR role and your videos really helped me understand how to be better at the job. Thank you Patrick!
Definitely just used this to smoke a sales role play for an interview. Thanks man, really good breakdown!
I have a mock discovery call coming up as my interview process! Thank you so much for this!
Glad you got some value out of the video!
Me too! Thanks as well!
your video actually helped me got my current job 9 months ago and since then i've hitted >200% Q attainment on my first Q and >300% on my second Q in the company using the flow u recommended on this video!, thanks a lot man!
you really are the man!
going to be enterprise AE soon
😁
thank you for being straightforward and making things easy for us to understand! this was very helpful
Thank youu so much for this!!! It helped me a lot to understand the discovery! All the information is so easy to understand, so organized step by step and really well explained. Great video!
Great content, Patrick! Thank you so much. ❤👏
Thank you so much ! it's very clear and efficient
Thank you Patrick! I'm transitioning careers from fitness into an account manager for an IT company, and your material was crucial to my passing each round of interviews. I will continuing watching your content- its been so helpful and interesting :)
Phenomenal video. Plain English. Great examples. Many thanks bud!
Thank you Patrick this was so insightful
I have just started with sales and I m already loving your content
Thank you so much for your awesome videos! Landed 2 roles related to sales within tech companies. I followed all your advice. It worked!
I’ve been in sales since I was a young boy, starting with newspaper subscriptions at 14, and now do home restoration selling hundreds of thousands if not well over a million annually. Today, researching tech sales jobs, I found that this AE position with some of the big companies paid extremely well. You’ve brought excellent insight into the position in only 2 videos that I’ve watched so far. I’m very excited that I’ve found you so I can continue to study this through you. In answer to your question in this video, I believe listening to your customers needs or pain, as you called it, is the most important. In my experience over the years I’ve learned if you listen after building rapport they will tell you how to close them. Great video! I’m excited to learn this and tackle it next in my life while becoming a new father and husband.
Thanks for your wonderful insight. Yep, it's best to let the client tell you their problems and everything else should sell themselves if you have a good product. Great to hear your experience and best of luck!
This is so useful! Thanks for providing concrete information and script. Great stuff!
This is great advice. The best line is “understand current situation and where they are trying to go”.
this is so valuable! thank you so much for sharing Patrick!
Thank you for this information, I am just getting back into the work force and have never heard of a discovery call so this is all new, you are very detailed and explained everything. thank you
thank you for sharing this! you explained everything very well and it was helpful to me as a beginner in sales
Very helpful. Thanks for sharing!
Excellent thanks for posting!
Awesome video!
Yeah dear Patrick,
It was an eye opener to me!! Very compactly presented!! Amazed by your words!
I think that pain points is the thing one needs to be put into the box, and need of the hour!!
Thanks
Thank you! This was helpful!
Great insight! I have not seen feedback this detailed in another video.
Thank you!! I am going to use this in a discovery call today! So much value I'm a new subscriber
Wow, great job explaining. This is great advice
thanks for sharing this video. I noticed that my discovery calls have been not well-structured, and now I learnt it from this video!
Some great points
Thank you - I'm about to start a real focus on B2B Sales and this video is a game changer!
😃
awesome, learnt a lot from this high quality video
Patrick, I recently found you in UA-cam and glad I did. You provide relevant content and so powerful. Keep those videos going.
Thanks Duane. Glad you found the videos helpful.
Amazing and truly quality video, the content is super exciting and totally true, enthusiastic and a certain guidance to follow!!!!
More videos like this please . Top video
Thank you!! Your help will guide me to success. I have belief
This was SO helpful! I had a Mock discovery call for an interview and this helped me so much :)
Thanks for Watching Katherine.
Katherine how did it go? I have one coming up and was wondering how much of the structure helped
This is FREAKING AWESOME PAT! New Sub!
awesome, thanks for subbing
Ahhh thank you for this!!! Really!!!❤️
Thank you so much for your help! using this during my mock up discovery call on an interview for Saas sales!
Great info! I liked the Agenda Phase. Never heard that before :)
Thank you!
This video was insanely helpful; taking notes the whole time!
Thanks for watching.
Wow, this is amazing. Thank you for the detailed structure and good job:)
Glad you liked it Lydia!
I really liked how you first tried to uncover the pain point before going on with the script. Most people simply deliver a pitch and don't even care to find out about the problem of the customer
Thanks man
This is some insane value mate. Thanks Pat.
Appreciate it!
Patrick, first off I love your content and it has helped me tremendously. I was wondering if you could create some content based on the second "discovery" call and discuss the structure and flow once the initial call has been made and youre working on closing the deal. Thanks!
Every part of this video was great
Great to hear!
Awesome videos and I learned a lot - Thanks Patrick! Would love to see any tips and guides to ace a case-study role play, when you get a chance:) Thanks again!
This was awesome man!
thanks!
This is gold
Thank you
Good stuff Patrick!
Thanks James.
And Patrick made this one very effective above all its worth a watch!
Thanks for watching.
A lot of value in this - thank you.
Thanks
Hey Patrick it would be great if you can make a video about what are the best questions to ask in a discovery call. I've been given the responsibility to identify if a software is worth it and have to properly analyse the pitched software
Im starting to become a sells woman and i love your advices hope it works for me
Amazing video!
Thank you
This is so much better guides to get things done the easier way to get the best out of the Corporate world.
Glad you think so!
Excellent video!
Glad you liked it!
no way, this is to good!
this is amazing
thanks!
great video, Patrick. I have already bought one of your classes on Udemy. I recommend them to all of my friends who are in sales! Thanks for the actionable content
Thanks for spreading the word!
I am learning so much from your videos, I see a lot of thighs I have been doing wrong. I will keep practicing your lessons.
Great to hear. Keep it up
I've always found when the problem is big enough they always find the budget!
You are definitely correct
Great!!!
This is a gold piece. Hopefully you can make also video on making a contract and proposal. Thanks dude.
Thanks for the kind words and idea. I’ll see what I can do
tried and true BANT process
thank you Mr. reverse sunburn
🤣🤣
thanks got a huge value of sales from your teaching
hie Patrick lm still new in the sales industry l havent studied for it so lm worried how can l pick it up ,already lm loving your channel ,
I wish you focused on pain questions more sense that is going to be majority of the discovery call and definitely the most important part as you mentioned
Hey Patrick. Great video. Incredibly useful. Thank you. I have a question: What do you do if the potential client doesn’t yet have a budget set, but they took the call because they are shopping around for different quotes for the service I offer?
There is a video of Patrick on this too
Dang!!!Patrick, that was fire man!! See what I did there? LOL. Seriously though, I am thoroughly enjoying your content.
Haha great to hear
Hi Patrick !
small question, so the time i need to tell about my company's product or service is only in stage 7? at the close stage?
shouldn't i explain them about that eariler at the call ?
BTW thanks for your videos you are AWESOME
So I’ve followed the script during a job interview for an AE role and I didn’t get the job because I didn’t focus enough on what services and solutions I was pitching from the start so they didn’t know if I could help them. Should the high-level pitch be in the beginning?
Also I really wish you provided more discovery questions and how to handle objections in each section instead of just rushing through it. Can you please post a full role-play mock discovery call with objections & without commentary. I think you have every How To sales video except the most important one.
Hi Patrick. I have a mock discovery call coming up (AE SMB). You mentioned that part of the process of the discovery is to understand the prospect's budget. Is this a necessary step? Have gotten mixed feedback regarding this topic. Would appreciate your thoughts.
I have a interview and I have to do a mock discovery call with a presentation.. should I go over questions/pains first or go over what my company does and some examples of the different cybersecurity solutions that are available first?
1) would you talk about the budget and timeline only at the end of the call?
2) how would you present the solution and pitch the solution to show how it solves customer problems and show how it is different from competitors and its USP?
Patrick, I love your video! I am 29 years old and I am trying to figure out if after 4 years in consulting a career in sales can work for me or not. I would like to make a question: why, after years, have you decided to leave "sales" and start teaching?
Thanks
Hey Simone, appreciate the question. Now I've always wanted to start my own business since the age of 18.
So after I graduated university, I didn't feel I was ready to be an entrepreneur so I decided to learn how to sell tech at Oracle.
I figured if I learned how to sell, I would be much more successful when I did start my own business because I wouldn't have to worry about how I would bring in revenue for my business.
And while I was working as an account executive at a couple different tech companies, I've always shared what I knew with my friends and and colleague for free and that's when I got inspired to start taking teaching and training seriously.
So naturally, I started my own business doing something I've already enjoyed doing.
Something to understand is if you're a business owner, you're always selling in some capacity so even though I'm not a sales rep working for a company, I still sell my own products and services.
And to answer your question about your transition into sales from consulting. You don't need any prior experience to get into sales if you're willing to start at an entry level position (which can pay very well depending on which country you live in.) If you got the people skills and are willing to learn then it'll be a natural transition.
Plus, if you're selling a product or service related to your expertise (which you learned in consulting), huge bonus as some sales (like tech sales) can be extremely technical.
Hope that helps.
What’s a good authority based q
I have a mock interview for CC, what if they object to the rapport tho?
I haven't been successful at closing these last two Discovery calls with lead clients but was doing these things prior to stumbling across this video. I'm a SLED, business grant, and project proposal consultant, do you have any suggestions? Also, do you have more information regarding the budget of the lead prospect? @Patrick Dang
Thanks for sharing this video, it is really helpful. I'm curious to know how you learned all this? Any course or books?
Books, courses, in person training, mentoring, and real world experience.
@@patrickdang awesome! Which books & courses you suggest?
Hey Patrick, which Mic do you use for recording?
There should absolutely be a hard stop at budget. And a deep dive discussion on people telling you what they want to pay versus what they're able to pay. Many people want to spend as little as possible and have very little appreciation for Value vs investment. So when somebody tells you they have set aside a $1,000 budget for consulting services where a bargain price is really anywhere between $5,000 and $20,000 this subject really has to be approached from the gap between where they're at and where they want to go as a desired outcome.
Hey I wanna go further, I wanna go and help businesses. I wanna become an expert in optimizing businesses. I want businesses to allow me to come in, analyze everything they do and then I'll do research on how their processes can be improved or if there is place for automation.
VALUE
This information is gold! I'm just curious, what if you found out the prospect isn't qualified mid-meeting? How do you move forward then and avoid awkwardness?
I would just tell them during mid meeting or cut it short. For example you can say, "Hey Sally, based on everything you're telling me, I don't feel we're a great fit to work together because XYZ. Let's go ahead and end the conversation here and if anything changes, feel free to reach out again. Is that okay with you?"
@@patrickdang hm, thanks for that. Makes sense. At least you won't have to waste each other's time.
When we move to the proposal step via video call and let’s say we aren’t able to meetup in person, what if he records my presentation without me knowing and they’ll let someone else to execute it?
Where would you pitch this?
Thanks Asian Uhtred Ragnarson
Patrick, do you think that anybody can learn the skills necessary to be successful in sales or is it only possible for people who have good social skills by nature?
It’s a trained skill. I was extremely shy and quiet for the first 17 years of my life.
Is this flow also applicable for SDR?
yup the flow is pretty much the same for an SDR and AE. the only difference is that the SDR might have a shorter conversation because they'll pass it over to the AE later on
What could be the best platform to start discovery calls?
zoom