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The Sales Evangelist

Donald Kelly, Sales Coaching, Sales Training

Building value is a critical part of any sales process, and the discovery meeting is an important step in that process.

How much should you prepare for the discovery meeting beforehand? What should you know? What should you do?

The insights I’ll share come from the TSE Certified Sales Training Program, designed to help sales reps perform to the best of their ability, find more ideal customers, build strong value, and close more deals.

What is discovery?

The discovery meeting is an opportunity to learn about the challenge your prospect is facing. It’s a chance to go a little more in-depth.

It’s not necessarily a chance to get all the information about the company or about its history. That’s boring for the client who doesn’t want to have to educate you. The client is likely meeting with other sellers and they aren’t interested in working to educate all of them.

Do your research beforehand so your discovery meeting can focus solely on understanding the prospect’s true problem and understanding how you can bring value and help them learn more about what you have to offer.


You can easily find information about the company and its history on the Internet or the company’s website. If you show up to discovery seeking this kind of information the prospects will likely think less of you.

I’ve said it before, but you also have the option to call into the company and ask the receptionist for more information. The organization may be able to share an information page or other company literature. The PR department may be able to provide the information you’re seeking as well.

This information is vital to the discovery meeting because it will help you have a meaningful discussion when you meet with the prospect.

Understand the industry

Make sure you also understand recent developments related to the industry and the company’s role within the industry.

If the company is in the housing industry and I discover that the housing industry is booming in states like Arizona, California, and Florida, then that will impact my presentation.

If I’m selling marketing services to companies in the housing market it will be important to know that the market is growing. I’ll also need to know the top challenges that companies within the housing market are facing.

Then, determine how those trends will correlate to your product or service.

Case studies

If you have a previous or existing client that is similar to your prospect, consider sharing that information. Has one of your clients faced the challenges of growing in a high-growth market? Have you helped a client tackle some of the issues inherent in that situation?

Is there a business case study I can share that helps my prospects understand the challenge they are facing?

I did an episode some time back about case studies and the folks over at Gong outlined four main steps that should exist within every business case study.

  1. Identify the problem. What is preventing the client from growing? What challenges are hindering the company from accomplishing its goals?
  2. Develop a measurement. How can you measure the challenges the company is facing? How can you quantify the issue the company is facing?
  3. Determine the consequences of the company losing those deals or opportunities. Did they have to let people go or close their doors? Make a dramatic point without going over-the-top.
  4. What transformation did your product or service cause in this company?

Prepare questions

What things did the company try previously that didn’t work?

The more questions you ask the more you’ll learn about them. Go deep. Ask them to tell you more.

You may discover that they are currently working with a company that isn’t providing the kind of results they need. Why don’t they like the current company? Incorporate those facts into your own presentation so you can address their challenges.

Find out who will be making the decision and how they will decide. Find out what their budget will be and when they are hoping to make the change.

Is there an unconsidered need they aren’t aware of?

TSE Certified Sales Training Program

This stuff works. We teach it in TSE Certified Sales Training Program and we’re seeing fantastic results.

If you or your team want to check out the program, we’ll let you try the first module risk-free. If you love it, we’d love to have you join the TSE Certified Sales Training Program to improve your selling skills.

I share this because I want to help you find more ideal customers, have more meaningful conversations, build stronger value, close more deals, and I want to challenge you each and every day to do big things.

“Discovery Meetings” episode resources

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

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Audio provided by Free SFX and Bensound.



About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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