Closing more with Better Discovery Calls

TLDR: Digging it to fully understand before you start solving problems they don't have... wins more deals.

I see this over and over again in the game of getting through Discovery ASAP so you can get to the Demo.

The problem is... most likely you are making assumptions that are the wrong ones.

Let's imagine you are on Family Feud at the Face Off… you know when you have the buzzer in front of you with one arm behind your back and competing against someone else.

In this case… we are playing who knows what’s most important to the prospect and you are ready to do a demo.

So how it works… I share the ??question I asked the prospect and give their ?? ♂??answer. When you know what’s most important to them and can do the demo… ring the buzzer ???and answer what is most important to them.

If you answer right, you win. Answer wrong, and you lose.

Get the game???

So background, the company is a payment company. Their biggest thing is reducing or eliminating credit card fees for their customers when receiving payments.

***This was a real-life case and game I did with the team***

??Question for Prospect (QfP)…?What payment methods do your customers pay with?

Answer (A): Credit Card, Check, and ACH.

???BUZZER goes off… They want to move off Credit Cards and Checks and towards ACH.

??Nope

Next…

?QfP:?How much are you currently paying in Credit Card fees to receive your money?

?? ♂??A: About $250k

???Buzzer… They want to reduce their $250k

??Nope

Next…

??QfP:?Are you looking to reduce your credit card fees?

?? ♂??A: That would be nice.

???Buzzer with a confused look… Eliminate credit card fees.

??Nope

??QfP:?What’s most important to you when receiving payments?

?? ♂??A: Honestly… customer experience. A lot of my business is repeat business so if customer experience is bad through my website, then I’ll never grow. I would pay twice that amount if it meant an even better customer experience that would increase my repeat business.

???Buzzer… Customer Experience through the website.

??????????Ding Ding Ding ?????????

What’s the point of all this… we hear our trigger words and think we have everything. Then wonder when the deal goes sideways or “ghosted” you, what happened?

Don’t be in such a rush to solve?what you think their pain points should be. Digging in to understand what really matters to them is most important.

Be the problem solver that finds out what they want to be solved before you jump in.?

Happy Selling!!!!