Objective:
Now we need to bring everything together into a “Framework” you can use on your discovery calls.
Introduction:
I’m personally not a big fan of scripts in the traditional sense of the word, typically I find that people get too caught up in trying to follow the script and end up missing key pieces of information which affect the outcome of the sale.
That said, we can’t go into discovery calls without a process to follow because we absolutely must have consistency across your entire sales journey. Which is why I recommend using “Frameworks” as your guide to stay on track, follow a proven and repeatable process and ensure consistency across your sales journey.
Writing out scripts is an important step in building your framework and is a very helpful when training new team members as long as you’re investing enough time to ensure everyone understands WHY each step is important and WHAT you’re really looking/listening for during each phase.
So, to bring this program together you need to do two things…
First….You need to write out a script for both of your outbound and inbound Discovery calls using each of the homework assignments and the lessons learned through each of the eight phases in the discovery call.
These scripts will be very similar, with just the distinctions discussed in here in the beginning stages of the call being different.
These need to be documented and included in your Sales and Messaging Playbook so they can be referred to as you quality control and performance manage results as well as recruiting and training new team members.
Second…You need to create a Discovery Call Framework. This is a simplified version of the script, outlining each of the eight phases and what you need to achieve before moving on to the next phase.
Here you want to include your key qualifying questions as this is a critical part where you need to be specific every single time and the same goes with your value role.
One thing which has helped me is to make this Framework into a working document where I can take notes while I’m on the call. I’m still a little old school with this and prefer writing notes on paper, so I make this Framework sheets into a work book and transfer them after each call.
However there are several options you can use to keep this online and directly within most CRM’s which is a more efficient method.
It really doesn’t matter what you prefer as long as it’s consistent across your entire sales team
