"Better Discovery Translates to More Deals!" 

For the One Page Business Plan ConsultantsOctober 21, 2010

Scott CarpenterManaging Director

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Agenda

Purpose: Get better at discovery

Process: 6 Topics

Payoff: Increased competence and confidence

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Topics

1. What you don’t say2. Qualifying prospects3. Demonstrating your expertise4. Anticipating the tough

questions5. Testing for fit6. Willingness to pay

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What You Don’t Say

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Quiet Please by bixentro

What You Don’t Say

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•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

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• Early and often •Good for your prospect • Where to Start

•9 Elements

9 Elements

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•Jumping off point •Purpose•Critical Success Factors•Bus Driver•Processes•Talent Management•Service or Product•Strategy and Tactics •Brand

Demonstrating Your Expertise

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Boot Camp Skillsby Randy Son Of Robert

Demonstrating Your Expertise

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• Who you are/ What you are all about •Their jumping off point • Your track record

Anticipating the Tough Questions

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Orlando Mar 09, survivingthe…by divemasterking2000

Anticipating the Tough Questions

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•Write the questions you don’t want •Find the answers

•Proactively share

Anticipating the Tough Questions

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Orlando Mar 09, survivingthe…by divemasterking2000

Testing for Fit

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•Social Style of Prospect

•Does your prospect need your solution •Suggest the solution •Ask for their feedback

•Adjust, re-suggest, feedback

Social Style

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Versatility

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Willingness to Pay

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Please Pay Here 3-14-09 19 by stevendepolo

Willingness to Pay

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• Outcome instead of program

•Value is improved outcome (s) •Know their cost of doing nothing

Take Aways

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•Not a straight line•Create trust•Increase candor•Use 9Es as a guide•Style of your buyer•Sell outcomes not a program

Now What?!

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“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