| I’ll let you in on a secret…
There are only a handful of “discovery call” formulas that the highest paid SaaS salespeople use today. Despite thousands of sales books in existence, most $300k (and above) income earners all use the same one or two at the most (In fact... reading too many sales books leads to 'random acts of discovery' - a deal-killer few talk about).
The formula that I've used to achieve repeatable sales success has only five parts to it:
UNCOVER THE ‘NEED BEHIND THE NEED’: 95% of account executives cannot do this. Get beneath the surface and reveal the ‘need behind the need.’ Do all that without your buyer feeling interrogated. Find a BIG problem with “energy” behind it rather than a “fly by night” annoyance your buyer will forget about in a day or two.
BASELINE THE CURRENT STATE: What does the status quo look like with this problem? What metric is suffering, and where does that metric stand? You’ll need this to create a powerful “before and after” value story later on.
RIG THE ROOT CAUSE: Destroy every option your customer has of solving the problem in advance… except YOURS. Rig the competitive game by being the game designer, not the player. You do this through ‘socratic questioning.’ And it’s scary effective.
BUILD NEGATIVE IMPACT: Quantify the cost of inaction. Explore negative ramifications. Agitate the problem. Emotionalize it. Get the buyer to have feelings about it, not just thoughts about it.
DESIGN THE FUTURE STATE: Paint a picture of a compelling future. Value comes from the contrast between painful present, and desired future. This is where you get champions willing to run through brick walls to get YOUR deal done.
Having a structure like this eliminates the “random acts of discovery” that plague most aspiring $500k income earners. Your job now is to follow these five boxes and while that isn’t easy, it is simple.
Sales success is more about systems than creativity. Your job now is to systematize the pieces that will make your sales motion close deals repeatably and consistently… and give total control over your success.
Anyway...
Those five steps are the “what.”
I go into detail on the “how” in SaaS Discovery Masterclass. The entire course breaks down the tactics, techniques, and questions to use along those five boxes. The result? You end your days of struggling with quota attainment and inconsistent “off and on” success.
And you enter the world of consistent, repeatable success that you can take to the bank. Month in, month out.
>>> [Discovery Masterclass] Systematize Your Sales Success
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