How Do You Run An Effective Sales/Discovery Meeting

On calls (cold, discovery and introductions) do not talk about you straight away.

It might seem blunt but - people don't care about you.

They care about solving a challenge for a particular situation they are in. Avoid the trap of jumping in to talking about "your solution / product / you" they simply don't care.

This is one of the most common failures of Account Executives, SDR's and anyone selling - it's talking too early about your product and solution rather than building rapport and finding a specific challenge someone has to solve.

Think about it this way:

1. Situation - what is the current situation of the employer or persona.

2. Challenge - what is / are the biggest challenges they currently face.

3. Value - based on their current situation and challenge what value do you provide.

Not it's a feature of what you do.

What is the value to their situation and challenge - how do you take them from X to Y - how do we make that process easy and painless.

It's critical to think of this framework in any situation when jumping on calls or meetings. You alienate people if you end up talking about your product or solution.

Talking about yourself is easy to do and makes you feel good but it doesn't work.....

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