The Discovery Call Is Dead

 

Want to Close Sales Faster?  Rethink Your Approach to the Discovery Call.


Did you like my Wisdom? If so, please share it with anyone who is looking for a more efficient tactic to completely understand their customers – Matt


Summary:

I admit "The Discovery Call is Dead" is a pretty strong proclamation.  After all, in my years as a sales coach I've been on hundreds of them.  The problem is I keep seeing some pretty entrenched trends in those that use it.  My experience has shown me 5 potential casualties when people try a discovery call...

  1. The information you gain isn't as deep.
  2. The relationships you build aren't as strong.
  3. The value you provide isn't as clear.
  4. The transition to the next step isn't as clean.
  5. The sale takes longer to close.

Now I would like to point out that you still need to go through a process that allows your to gather information, find your value and propose solutions, then ask for the sale.  For the last several years I've been teaching a process that changes the focus from "discovery, presentation, closing" to "Get it, Fix it, Do it".  When my clients change to this approach I've seen some big differences in their outcomes.

Here's the difference:

  • Discovery Call:  No clear definition of a successful interaction.  It's about the information the seller wants.  Tends to be less conversational and more of an interrogation.  Usually results in "meeting silo's" that make it hard to mentally transition to the next phase, resulting in a longer selling process.
  • Get It Meeting:  Clear goal is to learn as much as you can about the client and their business.  It's about the prospect or customer.  When you "get it" the transition to "fix it" happens naturally.  It's easier to connect your value to their business/life, which facilitates the sale happening more quickly with fewer objections.
    See the difference?  It's not as simple as changing a label, it's about changing your entire approach to building relationships that go way deeper than trying to figure out your angle and force a sale.  Watch the video and start closing sales faster by trading the discovery call for working hard to be the sales person whom your customers say really "get's it".

Full Transcript:

Hey everybody.  How's it going.  Here's a question I get all the time, "Matt, how do I sell stuff faster?"

That's a fantastic question.  My name is Matt Middendorp.  I'm the owner and founder of Sales Math, and this week's Windshield Wisdom is all about the art of moving people through your process more quickly and more efficiently.

Here's what I see a lot of times when that question gets asked.  It's people who are stuck in a very rigid sales process.  Here's what I mean by that, their first meeting is the old, classic discovery call.  The second meeting is a presentation meeting, and then the third meeting is the closing meeting.  Sometimes the presentation stuff happens with the closing, but more often than not it's a very deliberate process.  Find customer.  Discover about customer.  Present your solution to the customer, and then get them to buy.

I would challenge you to rethink that rigidity, and in this case what I do is I work under different labels.  I don't teach sales as a series of meetings.  I like to think of a sales process as certain triggers, or moments that need to happen to move forward to the next step, or phase, in the process.  So today let's provide some labels to the clearer process.

The first label, and a lot of this is psychology here guys, it's about keeping my mind in the right place so I'm doing the right things at the right time, so the first thing I did was get rid of the discovery call label and replaced it with "Get It".  This is my "Get It" meeting.  Here's what I mean by that.  When you're meeting somebody for the first time your only goal should be to understand them, understand their business, understand the problems their having, understand why they haven't solved them, understand what changes for them when you do.  You should be able to walk out of that meeting and say "I get it".  I get the people who I'm talking to today.  If you can say that, you've invested the right amount of energy into building trust and the only way you can show your value in the long run is by answering those questions.  So GET IT guys!  The first phase of a great selling process is to Get it!

From there I like to "Fix It".  My mindset in Fix It conversations switches to, "OK, is this something I do?  Can I solve this?  Have I solved this before?  Is this something I want to take on?  That subtle shift in mindset forces me to start thinking about how have I solved this in the past, what were the outcomes, and what is the real value to the people in front of me?  So you Get It, you understand what they're facing, and the Fix It part means you're starting to think about, and position, your value to the prospect.

The last part is "Do It".  Get It.  Fix It.  Do It.  Here's where this fits in.  The Do It part is the part where you basically say, "You've got this problem.  I can Fix It.  Let me Do It."  You're taking that value, showing them where the rubber hits the road, and strategically placing what needs to happen next by laying out your process.  For a lot of people this is the presentation meeting, but when you get that far you need to be prepared to ask for the business at the end of Do It, because that's basically what you're doing.  You're saying, "Guys, I know what your problem is.  I know I can Fix It.  I've done it before, and here's how it went.  Let me Do It."

Here's the beauty of that system.  Get It.  Fix It.  Do It.  It can happen in one meeting.  It can happen in 3 meetings.  it can happen in 6 meetings.  You're letting the process and those transitions happen naturally.  Here's the awesome part though, it can also happen all at once.  You can Get It, Fix It, Do It in an hour if your meeting with the right person at the right time, and proposing the right things for them.  There's no reason that sale has to take time.  Instead of moving through these deliberate meeting silos, and working the rigid process, you are instead taking that process and making it less about this meeting, then that meeting, then that meeting.  You have to understand it.  You have to position it.  You have to show them how, and ask them if, you can help them.

That's incredibly powerful.  That's the type of thing that completely changes the way you look at your customers and prospects.  If you embrace those changes you can close sales very, very quickly and efficiently.  Let me clarify that...you will close sales more quickly, but more importantly you will be closing them when it's the right time for them.  That in the end is why we're there.

Thank you very much.  I hope you enjoyed this week's Windshield Wisdom.  As always, your questions are fantastic.  Your comments are great.  Keep them coming.  I need to hear them.  I love to hear them.  It validates what I do to know that you're engaging and trying the things I 'm sharing with you.  I appreciate it.  In the meantime, I can't wait for next week.

Until then, go out, make sales, be happy, and be successful.

Matt Middendorp is a nationally acclaimed speaker and sales coach with over 20 years of experience turning connections into customers and advocates.  In 2013, Matt founded Sales Math, and debuted his “Formula for Success” sales training system to bankers across the country.  From the beginning, Matt’s clients have experienced learning that is fun, meaningful, and makes a difference in the real world.  Today, Matt’s core philosophies of “Learn Together, Do Together, Grow Together” are taught through in-person coaching, online as part of the Cool Bankers Academy, and by his leadership of the Cool Bankers Club Facebook Group.  His clients are making millions based on the confidence and skills gained from learning a sales process tailored to their individual personalities and businesses.  For information about training and workshops visit www.Sales-Math.com, call (715) 897-0879, or email Matt personally at [email protected]

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