Let’s bring all the elements we learned in this course into a toolkit that you can use time and time again.
Here are 5 steps to your successful discovery call
Step 1: Do your Research (be prepared with all the information that is readily available to you on the web, know who you are meeting with and the company where they work.)
Step 2: Precondition the Meeting: Send a well written agenda to your prospect at least 24 hours prior to the meeting to let them know what you’re hoping to cover and to confirm if that’s a good use of their time
Step 3: Structure your Discovery Call using the Acronym Flows: Find out all the issues, List them all out, Optimize – find out what’s truly important, W – What’s the evidence and impact and Summarize – Ensure you Captured everything correctly
Step 4: Book the next Step – Book a specific meeting to maintain momentum
Step 5: Follow up with a well written email that captures the issues you have understood and outlines clearly what the next step is.
Now you are ready to take on any discovery call with a clear structure and end in mind.
