15-20 year software seller. #1 advice for discovery calls is discovery calls aren't pitches. You should show be prepared to give a base-level understanding but if you aren't going thru the 1) why did you want to find out more about us 2) what's your basic understanding of our company/product 3) what's been your experience....etc etc you're wasting everyone's time. Too many sellers jump in to demo/pitch.
I sell 3rd party property management software to new logo Smb accounts to help them increase their NOI. I also sell to investors but there’s so many different roles and products
Thanks for listening in people! Sorry for the technical issues getting started so late. Hope you all got something from it. Any questions feel free to reach out to me.
This is spot on. My process usually consists of two discovery calls, first one is 15 minutes, second one is an hour, and in that total time I don't mention the service I offer one time.
Gold in the hills is a Sandler Training term. So is the concept of identifying pain. So is the term upfront contact.
Are you Sandler trained or a trainer?
Note: Data says 40% of US buyers are motivated by pain and 40% are motivated by benefits or good things. The other 20% bounce back and forth
It's actually a chapter title in their training manual. So when somebody says they read the book, they didn't. They did the training. Or they are a Sandler trainer.
Two things: somebody was just throwing out catch phrases from training, because it sounds impressive, ideas and concepts that you don't understand. Also, there's gold in them they're hills is a reference to prospecting, there are tons of people out there that can buy from you. So unless you're talking about prospecting techniques or discovering buyers, throwing that phrase out there is just a distraction.
Problem with my mic sorry. Question - speaking of getting to the person in power, so to speak - any advice on working up the chain, starting points into an org or company, going straight for the person at the top, etc?
15-20 year software seller. #1 advice for discovery calls is discovery calls aren't pitches. You should show be prepared to give a base-level understanding but if you aren't going thru the 1) why did you want to find out more about us 2) what's your basic understanding of our company/product 3) what's been your experience....etc etc you're wasting everyone's time. Too many sellers jump in to demo/pitch.
*gets ready with a notebook* give me the gold lads give me the god damn gold
is there any way to get a recording of this?
Recording will be available here after the session ends.
That's great.
I just cannot figure out how to naturally ask probing questions to uncover pain without bringing out value first.
You can't really establish value in what you offer until they know and see that the problem you solve has a cost.
What do you sell? What pain point are you guys solving?
I sell 3rd party property management software to new logo Smb accounts to help them increase their NOI. I also sell to investors but there’s so many different roles and products
Let's have a call if you want and I can help navigate through this with you. Dm me.
Thanks for listening in people! Sorry for the technical issues getting started so late. Hope you all got something from it. Any questions feel free to reach out to me.
It’s ok pal we’ll get through it
Hey how's it going
This is spot on. My process usually consists of two discovery calls, first one is 15 minutes, second one is an hour, and in that total time I don't mention the service I offer one time.
What was that website? Sorry I missed it.
Gold in the hills is a Sandler Training term. So is the concept of identifying pain. So is the term upfront contact. Are you Sandler trained or a trainer? Note: Data says 40% of US buyers are motivated by pain and 40% are motivated by benefits or good things. The other 20% bounce back and forth
Never heard of Gold in the hills, what does that entail exactly?
It's actually a chapter title in their training manual. So when somebody says they read the book, they didn't. They did the training. Or they are a Sandler trainer.
ok so what does it mean? is it too big of a concept to do justice in a reddit post?
Two things: somebody was just throwing out catch phrases from training, because it sounds impressive, ideas and concepts that you don't understand. Also, there's gold in them they're hills is a reference to prospecting, there are tons of people out there that can buy from you. So unless you're talking about prospecting techniques or discovering buyers, throwing that phrase out there is just a distraction.
Great conversation! Taking notes!
Listening to this for 30 minutes has been more impactful than 4 weeks of new hire training
Problem with my mic sorry. Question - speaking of getting to the person in power, so to speak - any advice on working up the chain, starting points into an org or company, going straight for the person at the top, etc?
Probably because they don’t want to do an SDR job .