What is a discovery call?
A discovery call is the most crucial part of any sales process. It is a conversation in which you build a relationship with your potential customers and guide them through the transformational journey leading to you making the sale.
The discovery call can occur during various points in the customer’s journey. The most important thing to note is that it follows an email, cold call, lead generating campaign, or any other marketing strategy that got the customers curious about your offer.
Why is a discovery call important?
A discovery call is a good way for both you and the prospect to find out if you are a good match for each other. It provides a platform to show you care about the customer's pain points and the solutions you can provide.
Now that we have established what a discovery call is, and why it is important, let's dive into the best discovery script for coaches.
Step #1 - Qualify Them
Qualifying the prospect is a fundamental step in any sales process. It lets you determine from the onset whether they are a suspect or a true prospect.
Now let’s get to the actual call.
Open the call by setting the agenda and expectations using the ACE Method.
A - Appreciate Them: The first thing should be you appreciating the prospect for their time. You might say something like, "Thank you for your time. I really appreciate it".
C - Check End Time: Confirm the time allocated for the call. For example, “it seems we have 30 minutes today, does that still work for you?”.
E - Explain The End Goal: Confirm the agenda of the call and finally, set the expectations.
This discovery call opener should take about 45 seconds.
Step #2 – Identify The Pain
This is critical. Without conducting a proper assessment and identifying the prospect's pain point, your discovery call will end up without a sale.
Don’t be SALESY! Discovery calls need to be conversations, and not 1-way sales pitches. The customer needs to know they have control, and their concerns will be addressed.
Think like a doctor. Always ask open-ended questions, as these will allow you to properly understand the prospect's pain point(s) and prescribe them a fitting solution.
Open door questions are a great way to start the conversation.
Questions should be:
What do you think about…?
How do you feel about…?
REMEMBER: The main objective is not to close them at this stage, but rather open them up to the possibility of saying yes to working with you.
Step #3 – Press on The Pain
Here, you are lead your prospect towards buying your coaching offer.
Ask questions that press on the prospect's pain point. The questions should be designed in a way that they deliberately lead to self-discovery for your prospect that your offer is the right fit for solving their current problem/pain.
Closed-door questions are perfect here. Examples of these are:
Would you tell me more about…?
What do you mean by…?
If that’s the case, then why…?
Concentrate on how your offer will provide a solution for their PAIN.
ALWAYS REMEMBER: People don’t buy products, they buy solutions you’re trying to ensure. Show them that the solution your offer provides is the right fit for their problem.
Step #4 - Paint The Picture of Possibility
Paint a picture of the possibility for your prospect. The POSSIBILITY here is that if they choose to buy your offer, it will solve their problem. For example, "Imagine the money you would have saved six months from now if you….".
Don’t just state facts about your offer, tell stories where they see themselves thriving by using your product or implementing your program into their own life. Stories will sell your offer by highlighting solutions to their problems.
Get in the habit of Checking the Close As You Go. You can achieve this by asking questions like:
What do you think of this so far?
Does this make sense to you?
Is this what you’re looking for?
Is this what you had in mind?
Is this an improvement on what you are doing right now?
Step #5 - Ask for the order
Here you are determined to close the call with a win (making the sale).
FIRST, pop Trial Close questions. These may include Emotional and Logic questions that require a Yes or No answer, and also Transitional questions. Examples are:
Emotion - Do you see how you could win?
Logic - Are you interested in saving money?
Transition - If you were to start _________when would be a good time?
Talk to them as if they already bought your offer. For instance, "You're really going to love...getting paid to launch your online coaching empire…".
Remind them of the guarantee you provide for clients purchasing your offer and then ask them for the order.
Why don’t you give it a try?
[Be patient and wait for their response.]
SECOND, be prepared for any objections your prospect may give and make sure you have a few rebuttals planned that fully satisfy their concerns.
THIRD, make the sale.
REMEMBER: If you want to sell without being salesy, then be someone who listens first. Study sales opening and closing techniques and implement them as you learn them so that you have many tools in your arsenal when you go to present your offer.
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