As a salesperson, you know that discovery meetings are crucial to the sales process. It’s where you establish rapport with your prospects, uncover their pain points, and present your solutions. Without a successful discovery meeting, the chances of closing the deal plummet. However, not all discovery meetings result in a sale. Sometimes, you hit a roadblock, the prospect becomes unresponsive, or the conversation goes off-topic. So, how do you turn your discovery meetings into sales success? In this article, we reveal actionable sales coaching tips and strategies to unlock the sale in your discovery meetings and boost your conversion rates.
Establish your discovery meeting framework
The first step to unlocking the sale in your discovery meetings is to be prepared. Research your prospect, their company, their industry, and their pain points. Review your sales scripts, your pitch, your objections-handling tactics, and your closing techniques. Combine all these elements to create a discovery meeting framework. This framework will provide structure to your discovery meetings, which in turn will simplify your preparation time. The more prepared you are, the more confident and persuasive you’ll be in the meeting. You’ll also be able to tailor your presentation to the prospect’s specific needs and concerns, which will make them feel more valued and understood.
Focus on the prospect’s outcomes
The second tip is to focus on the prospect’s outcomes, not your features and benefits. Many salespeople make the mistake of talking too much about their product’s features and benefits, without linking them to the prospect’s unique situation. To unlock the sale in your discovery meetings, ask open-ended questions that uncover the prospect’s desired outcomes, concerns, and timeframes. Then tie your product’s features and benefits to those outcomes, showing how you can help the prospect achieve their goals and alleviate their pains. A discovery meeting should run like an organic conversation, if not your prospect will feel like they are not being heard, which will only damage your results and potential opportunities.
Build rapport and credibility
The third tip is to build rapport and credibility with the prospect. This means establishing a relationship of trust, respect, and authenticity. Listen carefully to the prospect’s words, tone, and body language, and respond empathetically and authentically. Share relevant stories, anecdotes, and social proof that demonstrate your product’s successes and your expertise. Building rapport and credibility takes time and effort but can pay off hugely in the long run.
Handle objections confidently
The fourth tip is to handle objections confidently and positively. Objections are a natural part of the sales process, and they should be expected in discovery meetings. However, objections can be turned into opportunities if you handle them correctly. Listen to the objection, understand the prospect’s concern, and clarify any misunderstandings. Respond with empathy, answering the question or addressing the concern with facts, data, or testimonials. Finally, restate your value proposition and remind the prospect of the outcomes they desired.
Close the deal with confidence
The final tip is to close the deal with confidence. This means asking for the sale directly, but also anticipating and overcoming any final objections or hesitations. You should summarise the prospect’s needs and pains, review your solution’s benefits and features, and confirm their interest and commitment. Outline the next steps, such as a follow-up call or a proposal review.
In conclusion, unlocking the sale in discovery meetings is a combination of preparation, focus, rapport, objection-handling, and closing skills, all of which is based on your pre-defined discovery meeting framework. By following these tips and strategies, you can increase your chances of closing the deal and boosting your conversion rates. Remember, sales is a process, not an event. You have to be patient, persistent, and professional throughout the entire sales cycle.