012: From Winging It to Winning It: The Power of Standardizing Your Discovery Calls
Steal this Master Discovery Call Agenda...
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Questions I often get during a first session with clients:
1. “When should I follow up on this quote?”
Me: When did the prospect tell you they’d make a decision in your Discovery Call?
2. “I still haven’t heard back. Do you think it’s because of my price?”
Me: How did the prospect react when you “floated” the estimated budget range in your Discovery Call?
3. “Do you think they’re holding off because of my upfront deposit?”
Me: What did they say when you discussed your initial payment terms in your Discovery Call?
4. “Should I copy their boss when emailing my proposal?
Me: What did they tell you in your Discovery Call? Is the boss’ approval required for your project? If so, have you asked the boss how they’d like to be included in the communications?
See a common theme?
Yep. The Discovery Call. Or lack thereof.
When new clients ask me questions like these, it’s a sure-fire sign they’re “winging” their Discovery Calls—or skipping them altogether.
And that’s why “gettable” deals slip away from them.
The good news? There’s a simple fix: Standardizing your Discovery Call.
A Master Agenda:
Simplifies the meeting prep
Produces consistent results
Ensures you cover all your bases.
What should you include on your Master Agenda? I’ll show you in today’s Systematic Selling Newsletter.
Never Skip (or Skimp On) Discovery Calls
Before we dive in, let’s recap.
In “011: The Number One Reason I was Losing Sales,” I discuss how my sales career took off when I shifted my frame around Discovery Calls from Order-Taker to Sales Pro.
That’s because when you get Discovery right, the rest of the sales process goes much smoother.
A successful Discovery Call builds trust, uncovers opportunities, and gives insight into whether and how you and the prospect can work together.
But if you “wing it,” you’ll be flying blind, putting yourself at a steep disadvantage for closing any deal.
So, how do you prepare for a successful Discovery Call?
Steal this Master Agenda
Create a Master Agenda that applies to at least 90% of your Discovery Calls.
The Master Agenda will save you time because you’re not reinventing the wheel when prepping for each meeting. And it will ensure you cover all the essential points during the meeting with a format that builds trust and moves the conversation forward.
Keep your Master Agenda points at a high level. Then, when prepping for each meeting, flesh out the agenda with questions that you would adapt to the specific prospect and situation.
Over time, you’ll build a list of standard go-to questions for each agenda point. But, for now, we’ll keep things at a high level.
What should be on your Master Agenda?
Decide what works best for you and your business. But here’s my Master Agenda. Feel free to steal it and give it a try.
Each Point Builds Trust, Moves the Conversation Forward
This Master Agenda is designed to establish rapport and help the prospect feel comfortable (and safe) to open up to you, especially later in the conversation as you broach more sensitive topics like budget and decision-making.
Here’s an overview of how each point on the agenda builds upon the previous one:
1. Kick-Off: Introductions
Kick things off with a warm welcome. Get acquainted. Engage in initial small talk. Build rapport. Facilitate introductions when more than you and your primary contact are attending the meeting.
2. Overview: Meeting Objectives
Then set the frame and expectations for the meeting.
Thank you for investing time today to meet. Our objective today is…
By the end of our time, we should arrive at a clear idea for how to proceed—whether that means we continue this process together or I point you to someone in my network who might be a better fit to help you.
Sound good?
3. Context: Current-State Discussion
Get the conversation rolling by digging into the context.
Tell me what’s going on…
What do you hope to achieve with…
How have you tried addressing this issue so far?
4. Scope: Solution Discussion
Dig into what the prospect is thinking. And why they’re thinking it. This will give you an insightful reference point for when you frame—and sell—your recommendation.
We’ll have some recommendations. But I’m curious. What would an optimal solution look like to you?
5. Timing: Urgency & Capacity
Assess whether you can deliver within their expected timeframe. If not, are they flexible?
Assuming the project scope and pricing look good, when would you plan to proceed with a project like this?
(Then, internally: Do we have the capacity to meet their target timeframe?)
6. Expectations: For Both Parties
Uncover the prospect’s expectations.
I’m curious. Suppose you decide to move forward with us. It’s six months later, and you’re reflecting on your decision. What outcomes will we have helped you accomplish by that time that you’d think, “I’m so glad we hired those guys!”?
Do the prospect’s expectations match your capabilities? If so, share your expectations of them to ensure the relationship is set up for success for both parties.
7. Budget: Typical Range & Terms
Save a ton of time downstream in the sales process by floating numbers in Discovery whenever possible. Gauge their reaction. Do they have realistic expectations? Have they already received pricing from competitors?
A project like this typically ranges from $X to $Y. Does that range fit within what you were planning to invest to solve this problem?
8. Decision-Making: People & Process
Get the lay of the land for how the prospect makes decisions.
Besides you, who else would be involved in the final approval of a project like this?
Are there other stakeholders impacted by this project who should be included in the scope conversations to ensure we address their interests and concerns?
9. Wrap-Up: Meeting Recap
Transition to close the meeting. Instead of asking whether they have any questions, be more direct…
As we wrap up, is there anything we haven’t covered today that you think would be important to discuss?
10. Next Steps: Mutual Action Plan
Clarify the action items for both parties. Schedule the next meeting or interaction.
Here are the next steps, as I understand them to be. Let me know if I miss anything…
I should have my recommendations ready for you by next Tuesday. Let’s put something on the calendar to review them together on Zoom. Would you be available on Tuesday at 2 pm?
The Bottom Line
Give this Master Agenda a try and tweak it as needed.
Then stay tuned!
In the upcoming weeks, I’ll break down each of the 10 points of the Master Agenda in dedicated issues of the Systematic Selling Newsletter. We’ll dive deep into specific tactics and powerful go-to Discovery questions to help you unlock new sales.
Whenever you’re ready, here are a couple of ways I can help you:
1. Daily Insights on LinkedIn: Follow me for empowering daily content to help you smash your sales targets and grow your business. Connect with me here.
2. Sales Coaching: Elevate your business with personalized coaching. If you're ready for a transformation, email me at sean@lydencommunications.com to schedule a call. We'll explore your unique challenges, discuss my availability, and see how I can help you shatter your barriers and achieve your goals.