Introduction
In the dynamic world of sales, the discovery meeting is your golden ticket to building customer relationships that dazzle. It's the moment to unearth your client's deepest desires, paint points, and aspirations. But let's be honest, not all discovery meetings are created equal. To run a discovery meeting that truly wows your customers, we need to embrace some game-changing sales concepts. In this blog post, we'll dive into how to infuse these concepts into your meetings to create that "wow" factor.
Master the "WIIFM" Magic
Want to be a sales magician? Learn to wield the "What's in it for Me?" (WIIFM) wand from your customer's perspective. Do your homework before the meeting. Find out their challenges, goals, and what makes them tick. This secret knowledge will allow you to craft a conversation that's not just engaging, but absolutely spellbinding.
Make Your Agenda a Challenge Quest
Start your discovery meeting with an agenda that's not just focused – it's a challenge quest! Rather than diving straight into your product or service pitch, dive into your customer's challenges and goals. Show them you're on a quest to help them conquer their problems and achieve greatness.
Cast the Spell of Powerful Questions
To unlock the treasure chest of customer needs, cast the spell of powerful, open-ended questions. These questions are your magic key to a world of customer insights. Picture this: you ask, "What obstacles are blocking your path to success?" The treasure trove of information will be yours.
Perform the "Feature-Benefit-Value" Show
Ready for a showstopper? It's the "Feature-Benefit-Value" (FBV) extravaganza. First, present your product's features. Then, let the benefits burst onto the stage. Finally, unveil the grand finale: the value your customer will reap. This show will leave your customer clapping for more.
Unearth the "Why Change?" Elixir
Discover the elixir of "Why Change?" What's the secret motivation driving your customer to switch gears? When you understand the heart of their quest, you can offer them the perfect elixir for success.
Battle Objections with Finesse
Every hero faces a challenge. Be the hero your customer needs. When objections arise, show them your "Feel, Felt, Found" sword technique. Acknowledge their concerns, empathize by sharing similar stories of others who've felt the same way, and then reveal the triumphant solutions these others have found. You'll slay objections and win their trust.
Showcase Your "Win Results" Trophies
Ready to parade your trophies? Bring out your "Win Results" showcase. Share real tales of triumph your solution has brought to others. The audience will be spellbound by your stories, and they'll envision their own victory.
Collaborative Magic Plans
The show's not over until you've created a magic plan together. Map out the future collaboratively. What are the next steps, timelines, and roles? This act ensures both you and your customer are in perfect harmony on this magical journey.
Listen Actively - The Mind-Reading Act
Become a mind reader with your active listening skills. Tune into every word your customer says and respond with mind-boggling precision. Paraphrase and clarify their words, showing them that you've unlocked the secrets to their desires.
Conclusion
In the world of sales, it's not just about selling products or services; it's about creating magic and value for your customers. When you sit down with a potential client next time, make sure to weave these magical concepts into your strategy. Watch as your sales performance becomes a showstopper, leaving your customers spellbound by your sales artistry.