3-Point Discovery Checklist For Sales Calls
Here’s a checklist we train our clients and salespeople to use during the discovery process.
Check them off mentally whenever you’re on calls.
Just doing this one thing consistently will boost your conversion rates.
1. Does the prospect feel understood?
“That's it!”
“Bang! Spot on!”
“You nailed it!”
If they say something like that to you after you summarize one of their points, they feel understood.
You want to practice repeating what people say back to them, not just on calls but also in your everyday interactions.
Just don't parrot exactly what they said back to them.
Use your own words, and different metaphors and analogies.
When you do this, they'll think, “this guy gets it!”
And they're going to respect you and buy from you.
2. Did you get to their deep, root motive
When a buyer's at a lower level of sophistication they're motivated by things like:
- Helping their wife quit her job
- They want to buy a home
- They're about to have a baby and really need to step it up
- They want to be able to travel the world with their girlfriend.
At higher levels, growth becomes its own motive.
Once their basic needs are met – typically at the $10,000 to $20,000 per month income range – their motives become more vision- and impact-oriented.
It's about growing into the best possible version of themselves.
3. The temperature-check
“On a scale of 1 to 10, how do you feel about everything so far? Are you a 9 or 10, or a 6 or 7?”
This is going to tell you whether or not you can make the offer.
If they're at 8 or below, something's wrong.
Because Desire times Belief equals Conviction.
And Conviction is what makes them buy.
If they have the desire but they don't believe you can actually do it, or they don't believe something about the process, they're not going to buy.
If they have the belief you can do it but they don't have the desire, again, they're not going to buy.
If they have the desire and they have the belief that what you're saying is true, they're going to buy.
Making the sale is just a matter of logistics and maybe a little bit of overcoming resistance.
But most of the time it's going to be logistics like timing, money, things like that.
And we can easily navigate logistics because we're just solving problems.
Conclusion
After discovery and before you move on to the offer presentation, ask yourself these 3 questions:
- Does my prospect feel heard and understood?
- Have I discovered my prospect’s core motives?
- On a scale of 1 to 10, does my prospect feel a 9 or 10 about the conversation up to that point
If you can’t answer YES to all 3, don’t move onto the offer presentation part of the call.
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