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Discovery Script (SMB)

Who wants to share a general discovery template for SMB?

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4
The_Honey_Badger
Opinionated
+5
Account Executive
1 - Who & Why:

Who are you speaking with?
What is their role?
What is their attachment to the project?
Why are they looking at solutions?
What happened that sparked their interest?
Who would be affected the most by purchasing your solution?ย  Why?ย  (Keep going deeper and deeper)


2) Current State:

How are they currently doing X?
Why do they want to change that?
How would it impact employees? Leadership? Consumers?
Who decided to evaluate your solution? Why?
What will happen if they keep things status quo?

3) Future-State

What are the long-term goals?
How are you planning for those?
How do you see my solution helping you?
What else is important to you about this project? What else? What else?ย  (Rabbit hole it if you have to).ย 
How does your company usually make these decisions.ย  How long does it usually take?ย  What's the process?
What do I need to do while we are waiting?
Have I spoken to everyone invested in the decision?

4) The Gap (why they haven't already made the change)

What factors can potentially keep this project from moving forward?ย 
Do you have a budget set aside for a solution?ย ย 
To best understand what the financial looks like, can we discuss your budget?
Does everyone agree that this is the right tool?ย 
For my benefit, who are we competing against?

5) Next Steps
So that we maintain the current momentum, can we set up a weekly check-in to discuss any new information that could potentially delay us from working together?


rekled
Opinionated
+2
Strategic Account Executive
Are you looking for questions to ask during a Discovery call? If not, specifically what would you like to see?ย 

What type of product are you selling (e.g. industry without giving away your product name)?ย 

DannyCordray
Catalyst
+3
Account Executive
Saas. ย Just a basic high level template. ย Always curious to see what others are doing.ย 
rekled
Opinionated
+2
Strategic Account Executive
During the discovery sessions, here is a high level of what I'm trying to get the prospect to share...ย 

What is the business problem you are seeking to address (e.g. do you have legacy on-premise software)?ย 
Is this a pain point for everyone on your team?ย 

Is there anyone who might serve as a barrier to this solution?
ย 

Tell me about your average day and how your current system/process impacts your daily work.
ย 

What's prompting you to do something about it now (e.g. is there a trigger event)?ย ย ย 

What has prevented you from trying to solve the problem until now?
ย ย 

Have you tried to solve this problem in the past? If so, why didn't that solution work?
ย ย 

What happens if you do nothing about the problem?
ย ย ย 

Has your company ever considered/used a product like this before? If so, what happened?
ย ย 

What other solutions are you evaluating?ย 
ย ย 

What does success look like to you, both in terms of qualitative and quantitative results?ย 
ย ย 

What does solving this problem mean to you personally?ย 

What do you stand to gain if the issue was solved? What do you stand to lose if it goes unresolved?
ย ย 
Show 1 more replies
Kanyebut4sales
WR Lieutenant
+6
Account Executive
You can't technically template discovery because it's based on what you sell and who you are speaking with. However, I would suggest starting with a broad question and peel the onion based on what is said. Couple good books on this like Gap Selling, Selling through curiosity, SPIN selling.
rekled
Opinionated
+2
Strategic Account Executive
Gap Selling - YES! I've read this book twice and I'm now going through the online gapselling training curriculum! This has been a complete game changer for me and my approach to Discovery Sessions.ย 
DannyCordray
Catalyst
+3
Account Executive
Thanks! ย 
DannyCordray
Catalyst
+3
Account Executive
Agreed. ย Just looking for something high level so this is great.ย 
justsignit
Contributor
+3
Account Executive
S P I N.ย  lol.ย 

What are you using now?ย 

How's it working?ย 

What impact does that have?ย 

What happens if you don't change?ย 

What happens if you don't change by X date?ย 
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