Too Good ! Matt, i have heard successful people saying all the time surround yourself with right people so how to do it effectively ~ any top books to read for on this topic to understand the whole subject..
thanks for watching and great question...the book you need to read on surrounding yourself with the right people is: "How to Win Friends & Influence People."
Coming from over 15 years of highly successful telephone outbound selling that was mainly transactional without the need to really find pain and how to properly setupa discovery meeting.... I'm def buying the guide....good stuff my man!!! 💯
@MattMacnamara it definitely opened my eyes to a new way of doing a discovery call. Studied it all weekend, putting it to work now! Thnx my man, great stuff!!!!
Wow. That was PACKED with value from beginning to end. Thanks a lot. Not everything applies to my type of business but the framework and questions are so awesome that adapting them is most useful. Highly professional stuff.
Trust me when I say how much your video helped me. I always remained clueless about taking discovery calls after seeking help from so many creator's content. but your videos made me confident. Pls keep posting more such videos, especially for freelancers. And I would love to see more of your work on Instagram as well.
Dam’ good line from beginning to end Matt!! One thing about pricing on first call: it depends. When pricing is high and very personalized , you may need the customer to gather some data for you to make an offer. In such cases, I never give a number , instead I tell them about usual ROI . Then 2nd meeting is all about unanswered questions , their specific case , pricing and objections. Also if they get ALL the information on meeting #1, you don’t hear from them again …. I prefer ME getting them as much info as possible and letting them a bit hungry to justify call #2 :)
Yes, the Upfront Contract is Sandler. A good book is "You Can't Teach a Kid to Ride a Bike at a Seminar" older content, yet it outlines the Sandler sales methodology.
🎯 Key points for quick navigation: 00:00:00 *📋 Overview of the Sales Discovery Process* - Introducing a step-by-step guide to executing effective sales Discovery and demo conversations. - Importance of the sales Discovery process: - Many salespeople struggle with it, despite its significance. - Following the right frameworks can lead to a high close rate in sales conversations. 00:00:39 *📅 Setting the Agenda* - Importance of sharing an agenda and establishing an upfront contract at the start of a sales call. - Key elements in setting the agenda: - Clearly outline what will be covered and seek the prospect’s feedback. - Establish possible outcomes to maintain control of the conversation. 00:03:22 *🔍 Conducting Discovery* - Differences between handling outbound and inbound sales opportunities. - Approaching outbound Discovery: - Use discovery prompters to earn the right to ask questions. - Identify pain points through relevant narratives. - Handling inbound opportunities: - Begin with questions to understand the prospect’s goals. - Craft questions that elicit detailed responses for deeper insights. 00:07:43 *💡 Transitioning to the Demo* - Importance of summarizing the Discovery before starting the product demo. - Best practices during the demo: - Tailor your demo to address specific challenges discussed during Discovery. - Highlight the most relevant features and keep the presentation engaging. - Continuous questioning to gather feedback and maintain engagement throughout the demo. 00:12:03 *💲 Closing the Conversation* - How to effectively transition towards closing the sale after the demo. - Key steps for closing: - Verify if all aspects of the product were covered during the demo. - Share pricing transparently and gather feedback. - Understand the prospect’s timeline and authority as prerequisites for recommending the next steps. Made with HARPA AI
Loved this Matt! No fluff and packed with value. As someone looking to pivot from tech recruiting to tech sales, I appreciate your step by step videos.
Too Good !
Matt, i have heard successful people saying all the time surround yourself with right people so how to do it effectively ~ any top books to read for on this topic to understand the whole subject..
thanks for watching and great question...the book you need to read on surrounding yourself with the right people is: "How to Win Friends & Influence People."
@@MattMacnamara Thanks a Ton 💫
Coming from over 15 years of highly successful telephone outbound selling that was mainly transactional without the need to really find pain and how to properly setupa discovery meeting.... I'm def buying the guide....good stuff my man!!! 💯
hopefully the guide helps!
@MattMacnamara it definitely opened my eyes to a new way of doing a discovery call. Studied it all weekend, putting it to work now! Thnx my man, great stuff!!!!
Wow. That was PACKED with value from beginning to end. Thanks a lot. Not everything applies to my type of business but the framework and questions are so awesome that adapting them is most useful. Highly professional stuff.
thanks for checking the video out...a lot of this can be tweaked for different type of sales.
Thanks Matt!
Spent 2 hours looking for some solid stuff on Discovery/Demo. Then found your video.
Totally helpful and real. Cheers!
Trust me when I say how much your video helped me. I always remained clueless about taking discovery calls after seeking help from so many creator's content. but your videos made me confident. Pls keep posting more such videos, especially for freelancers. And I would love to see more of your work on Instagram as well.
Sounds great. Glad you enjoyed the cideo
I Love It! Top Ten UA-cam Channel on SaaS/Tech Sales. Period.
Trying to get the #1 spot this year
This really is perfect!
Thanks!!
Matt always coming in clutch!
thanks for watching and commenting JC!
3 mins in - this is solid @matt. Huge thanks for the value. Subscribed!
thanks for subscribing!!!
Dam’ good line from beginning to end Matt!!
One thing about pricing on first call: it depends. When pricing is high and very personalized , you may need the customer to gather some data for you to make an offer. In such cases, I never give a number , instead I tell them about usual ROI . Then 2nd meeting is all about unanswered questions , their specific case , pricing and objections.
Also if they get ALL the information on meeting #1, you don’t hear from them again …. I prefer ME getting them as much info as possible and letting them a bit hungry to justify call #2 :)
great suggestions Adrien...thanks for watching and sharing!
Wow, that’s liquid Gold 💷💷. thank you Matt!
Thanks for watching and commenting!
Hi Matt, great vid! I wanted to learn if it is beneficial to qualify budget on the first outbound conversation?
on a cold call? no need to qualify budget on a cold call...on the discovery call, yes
Hi Matt, is this a sandler sales approach? sounds like.
there's some sandler sprinkled throughout this guide...thanks for watching!
Yes, the Upfront Contract is Sandler. A good book is "You Can't Teach a Kid to Ride a Bike at a Seminar" older content, yet it outlines the Sandler sales methodology.
🎯 Key points for quick navigation:
00:00:00 *📋 Overview of the Sales Discovery Process*
- Introducing a step-by-step guide to executing effective sales Discovery and demo conversations.
- Importance of the sales Discovery process:
- Many salespeople struggle with it, despite its significance.
- Following the right frameworks can lead to a high close rate in sales conversations.
00:00:39 *📅 Setting the Agenda*
- Importance of sharing an agenda and establishing an upfront contract at the start of a sales call.
- Key elements in setting the agenda:
- Clearly outline what will be covered and seek the prospect’s feedback.
- Establish possible outcomes to maintain control of the conversation.
00:03:22 *🔍 Conducting Discovery*
- Differences between handling outbound and inbound sales opportunities.
- Approaching outbound Discovery:
- Use discovery prompters to earn the right to ask questions.
- Identify pain points through relevant narratives.
- Handling inbound opportunities:
- Begin with questions to understand the prospect’s goals.
- Craft questions that elicit detailed responses for deeper insights.
00:07:43 *💡 Transitioning to the Demo*
- Importance of summarizing the Discovery before starting the product demo.
- Best practices during the demo:
- Tailor your demo to address specific challenges discussed during Discovery.
- Highlight the most relevant features and keep the presentation engaging.
- Continuous questioning to gather feedback and maintain engagement throughout the demo.
00:12:03 *💲 Closing the Conversation*
- How to effectively transition towards closing the sale after the demo.
- Key steps for closing:
- Verify if all aspects of the product were covered during the demo.
- Share pricing transparently and gather feedback.
- Understand the prospect’s timeline and authority as prerequisites for recommending the next steps.
Made with HARPA AI
thanks for breaking it down
Loved this Matt! No fluff and packed with value.
As someone looking to pivot from tech recruiting to tech sales, I appreciate your step by step videos.
Thanks for watching the video and commenting!