Discovery Call Script
The most important part of the sales process.
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Version 1.0 May 2023
Make the script & questions your own, follow the structure & keep the highlighted phrases.
Frame the Call
Great to meet you ____
Congrats on the recent promotion/I saw your comments on… (Show me you know me)
Jodie has shared details of your chat (Show preparation & elite professional)
- Pain 1, Pain 2 , Pain 3 ect
So you probably don’t know that much about us, I'd love to spend the first 3 mins sharing a story about the problems we solve to see it it resonates...and assuming it does, I've got a few questions for you & your world if that’s ok? (Framing)
Our founder sandra spend 20 years working in the industry but ran into constant D&I challenges such as
- Pain 1, Pain 2 , Pain 3 ect (where you can, align these challenges to the prospects) (Resonate with them)
So in 2016, Sandra founded Inclusio to solve these challenges.
That’s enough about us, can you help me understand the challenges you’re facing when it comes to D&I that would derail you if you didn’t solve them? (Open question - with considerable consequence)
Business Problem
Dig 3 Levels Deeper for problem that sounds like the Exec team would talk about it?
Can you unpack that? Can we dig deeper into…? What recent examples have you…
Pro Tip: Repeat Last 3 Words of their Sentence
This might sound a little obvious, but how will solving this problem help the business?
What's the financial impact of not addressing this?
What business metric is this tied back to? (Metrics)
Current Situation
It would be great to understand your D&I process at the moment
Do not accept vague answers - measurement, specifics
- What happens when your business decides…..?
- I'm guessing you've tried to solve this before? (Competition)
Use Curiousity…remember we still don’t know if we can help them
Summarise & clarify the problem
- Before we go too much further here, I want to make sure we're anchoring the conversation to the right thing...is this THE challenge you care about solving? Or are we barking up the wrong tree?
ANCHOR!!! CHECK IN!!!
Cause Analysis
What's your take on what's causing X problem?
Aim to connect cause they list directly to feature of your solution
- Dig 3 levels deeper & challenge them on this.
Negative Impact
Summarise the Problem & the Root Cause
OPEN NEGATIVE IMPACT
So from here, can you help me understand the ripple effects this problem has on the rest of the business?
CLOSED NEGATIVE IMPACT (create 3-5 based on root cause)
How is a lack of ___ impacting (you/business)
Multi thread
Who else is impacted by this?
Desired Outcome
OPEN
What do you think you need to solve ____?
CLOSED
Have you considered a D&I platform to…. (2-3 of these questions based on cause)
Lets take this a step further, have you thought about implementing a D&I platform to…
What Happens Next
Mutual Close plan
What do you think you need to solve ____?
Discuss Competition & their buying process
What happened last time you procured a new technology platform…
Path to paper…if I send paperwork what happens?
(Understand proces & signer = ECONOMIC BUYER)
(Understand Reg + Compliance process)
What criteria will you use to make a decision?
Competition
What else are you considering? Who else are you speaking with?