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In this 90 min. presentation about the critical Discovery Techniques we must learn and master to successfully sell consulting engagements.
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"Better Discovery Translates to More Deals!"
For the One Page Business Plan ConsultantsOctober 21, 2010
Scott CarpenterManaging Director
10/21/2010 1© 2010 Carpenter& Associates
Agenda
Purpose: Get better at discovery
Process: 6 Topics
Payoff: Increased competence and confidence
10/21/2010 2© 2010 Carpenter& Associates
Topics
1. What you don’t say2. Qualifying prospects3. Demonstrating your expertise4. Anticipating the tough
questions5. Testing for fit6. Willingness to pay
10/21/2010 3© 2010 Carpenter& Associates
What You Don’t Say
10/21/2010 4© 2010 Carpenter& Associates
Quiet Please by bixentro
What You Don’t Say
10/21/2010 5© 2010 Carpenter& Associates
•Purpose •Trust
•Candor
“You miss 100% of the shots you never take.” — Wayne Gretzky
Qualifying Prospects
10/21/2010 6© 2010 Carpenter& AssociatesFelipe Massa Qualifying for the…by Mr. Mystery
Qualifying Prospects
10/21/2010 7© 2010 Carpenter& Associates
• Early and often •Good for your prospect • Where to Start
•9 Elements
9 Elements
10/21/2010 8© 2010 Carpenter& Associates
•Jumping off point •Purpose•Critical Success Factors•Bus Driver•Processes•Talent Management•Service or Product•Strategy and Tactics •Brand
Demonstrating Your Expertise
10/21/2010 9© 2010 Carpenter& Associates
Boot Camp Skillsby Randy Son Of Robert
Demonstrating Your Expertise
10/21/2010 10© 2010 Carpenter& Associates
• Who you are/ What you are all about •Their jumping off point • Your track record
Anticipating the Tough Questions
10/21/2010 11© 2010 Carpenter& Associates
Orlando Mar 09, survivingthe…by divemasterking2000
Anticipating the Tough Questions
10/21/2010 12© 2010 Carpenter& Associates
•Write the questions you don’t want •Find the answers
•Proactively share
Anticipating the Tough Questions
10/21/2010 13© 2010 Carpenter& Associates
Orlando Mar 09, survivingthe…by divemasterking2000
Testing for Fit
10/21/2010 14© 2010 Carpenter& Associates
•Social Style of Prospect
•Does your prospect need your solution •Suggest the solution •Ask for their feedback
•Adjust, re-suggest, feedback
Social Style
10/21/2010 15© 2010 Carpenter& Associates
Versatility
10/21/2010 16© 2010 Carpenter& Associates
Willingness to Pay
10/21/2010 17© 2010 Carpenter& Associates
Please Pay Here 3-14-09 19 by stevendepolo
Willingness to Pay
10/21/2010 18© 2010 Carpenter& Associates
• Outcome instead of program
•Value is improved outcome (s) •Know their cost of doing nothing
Take Aways
10/21/2010 19© 2010 Carpenter& Associates
•Not a straight line•Create trust•Increase candor•Use 9Es as a guide•Style of your buyer•Sell outcomes not a program
Now What?!
10/21/2010 20© 2010 Carpenter& Associates
“The way to do things is to begin”Horace Greely
A gift to each of youFree mini assessment of your discovery
process.
HELPING CUSTOMERS GROW SALES, PROFITABLYScott@CarpenterandAssoc.com
10/21/2010 21© 2010 Carpenter& Associates
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