The Discovery Meeting Form is the beginning of creating accountability and consistency with your sales team discovery meetings. Without a consistent means of gathering information at each discovery meeting it is nearly impossible to manage your effectiveness.
With this form completed you will be able to answer the following questions:
- Who are the decision makers?
- Who will be influencing this decision?
- What key initiatives for my prospect will my offering impact?
- What is the prospects buying process?
- What are their areas of pain pressing this purchase?
- How do they envision our solutions impacting their business?
- What do they expect in a vendor?
- What type of budget do they have for this purchase?
- Buying time lines.
- Buying motives.
- Document your system or service requirements.
In addition sales people will be prompted to:
- Prepare before attending meeting by researching the prospects business and industry.
- Set 2-3 key objectives to come away with from meeting.
- Document promises made and action items.
Using the Discovery Form provides the sales rep the answers to prepare their "Letter of Understanding" as well as needed information to present a value based proposal rather than a product based proposal.
It wouldn't be right to send you the form without instructions so we will also send you our "Discovery Meeting Outline", a sample "Letter of Understanding", and tips on "How to Develop Value-Based Questions." Simply fill in the contact information to the left to download your Discovery form and recieve the added information.
Rene Zamora