“If you want to do better discovery, become better prepared and show someone and earn the right to get the answers to the questions you’re asking for.” – David Weiss in today’s Tip 1611
Do you get people to open up and discover more to convert more discovery meetings or demos?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from David Weiss. David is the Chief Revenue Officer of the Sales Collective and founder of DealDoc. Here he is:
David Weiss: Hello, everyone. This is David Weiss, Chief Revenue Officer of the Sales Collective and Founder of DealDoc, your app for deal coaching. So on today’s tip of the day, we are going to be talking about The Faces of Discovery Play. So anyone that’s looking to do deeper discovery, get people to open up and discovery more to convert more discovery meetings to demos or second phases of your sales process or what have you, this is one of my favorite place.
So in this one you’re doing some degree of research. This is LinkedIn, this is news articles, this is competitors, this is annual reports, 10Ks. You’re trying to do your homework on the person, company, competition, and creating a hypothesis on the individual you’re about to speak to. And then you take that information and you put it on a slide and the slide has the person’s LinkedIn picture on it. You wouldn’t believe how powerful just that piece is. I’ve had countless people show up to calls with me, say, Oh, my God, that’s me, on a slide. And I’m like, Yeah, I was doing my homework on you, and blah, blah, blah. And immediately you’re just differentiated and people love looking at themselves and hearing themselves and things like that. So there’s a psychological trick there. Then you’re taking your bits of information or your 3-4 pieces of your hypothesis. And the slide is titled; What I think you care about.
So it’s got their picture, personalized to them, What I think you care about as the title, and then three to four bullets based on the homework you did. And then you frame it up like this, Hey, I really appreciate you taking some time today. I really always try and make the most out of every conversation that I have. With that said, I did my homework on you, your business, your competitors, things along those lines. And from an outsider looking in, these are some of the key things I’m seeing. And it’s like, boom, boom, boom. But you know what? I’m probably wrong or I may be off on some of this. Can you please correct me, confirm some of my thoughts, and I’d love to take 10-15 minutes, what have you, just to talk about your business, about these things, about how we help other people like you, and see if it makes sense to keep chatting after that. Does that sound good? People will be like, Oh, my God, this is awesome. Yeah, you missed this, or you did this, or Blah, blah, blah.
The whole point here, though, is you are going further than, Hey, thanks for taking some time today. Tell me, what are some of the main challenges you’re focused with? Or, I work with people like you all the time. They tell me they have problems with this, this, and this. Does that sound like you? Those are super commercial, common openers. You don’t do any research. And when people pull that on me, I’m like, you don’t know me. You don’t know. You haven’t done any homework, and you’re essentially using a one-liner for me to tell you all my problems. You show up with a picture of me, with competitive data, with research on who I am as a person, you’ve earned the right. And I think that’s the key element here, folks, earning the right. You need to earn the right in conversations for people to answer with a real good level of depth. It’s trust-building. Until you’ve earned the right with me, I don’t trust you. I’m not going to give you the back of the napkin business case data. I’m not going to give you the real meat because you haven’t showed me you’re someone I can trust with that level of information.
Doing this, you’re building rapport, trust. You’re showing them that you’re someone who comes prepared to play, and there’s just something about that. People that have deployed this, and I’ve deployed it countless times, as long as you’ve set the right meeting with the right buyer and there’s any need whatsoever and you’ve done your homework, there’s about a 90% conversion rate between first meeting and second meeting using this.
So like I said at the beginning, if you want to get your conversion rates up from first to second meeting. If you want to really be able to build back the navigant business cases, if you want to do better discovery, become better prepared and show someone and earn the right to get the answers to the questions you’re asking for. So if you like this play, you could find 78 others like it. Again, this is the Faces of Discovery Play inside the Sales Tacticians playbook, which exists inside of DealDoc. You can find it on my LinkedIn profile. We may even provide a link to it on this recording. So I appreciate taking the time. Thanks for listening. And if I can ever help you again, this is David Weiss. And I am here for you to support you on your sales growth initiative. So thanks again. Take care.