S.C.O.R.E. Discovery Framework - Sales Gravy
Why am i doing this
to get more sales
to learn a method for conversations
Selling Value
What is value
selling makeing their life better, easier of more efficient
Challenges when selling value
not selling price
educating and aligning with pain point
innovation and education
value over current solution
understanding the customer and their needs
people buy for their reasons not ours
people buy from people on emotion as well as logic
emotional connection + value = close more sales
WHAT IS VALUE
PERSONAL OUTCOMES(what the purchaser wants) + EMOTIONAL OUTCOMES(do i like the salesperson) + BUSINESS OR ORGANISATIONAL OUTCOMES(what my company needs) - PRICE = VALUE
Discovery
80%of time and effort in the sales process
a language of questions focused on uncovering issues challenges and desired outcomes
provokes awareness of problems and opportunities
opens the door to effective solution development
Discovery questions
write them down
Discovery question funnel
1: Broad - open ended questions encourage your stakeholder to open up and help trigger the self disclosure loop - perhaps personal questions about themselves
2: Probing - open ended questions encourage elaboration and elicit more specific information
3: Clarifying questions check understanding and demonstrate that you are listening
for example - 1: Tell me about... your project, or can you explain to me
2: Probing - how many couplers, timescales, start time, delivery timescales, what's the most important , what kind of project is it, where is it, have you used other kinds of systems, other coupler companies
3: clarifying and summarize the things that they said
just take notes and listen
SCORE Framework
S - Stakeholder success criteria
C - criteria for vendor evaluation
O - desired organizational outcomes / Metrics that Matter - criteria for measuring success
R - Real State - what is happening right now (in a current project for example)
E - End State (what would you like the end state to be after 3 months we have been working together)
Questions to ask
S
O
C
R
E
eg. tell me about how you decide which coupler company to choose
eg. what is it you are looking for with your coupler supplier
eg. what is the goal for the department this quarter
We are trying to find value that is important to them not what i think is imiportant to me
you need 5 - 10 questions for each of these so that no matter what the answer is then you can continue on
figure out what is really going on
Step away from pitching solutions
a question you ask is more important than anything you say
anything you say is more impactful when delivered in the form of a question
Triggering the self disclosure loop
1 - ask easy open ended questions
2 - leverage active listening skills
3 - give your complete attention
4 - probe emotional cues
5 - W.A.I.T. - pause 3 - 5 seconds before speaking
YOUR FIRST DISCOVERY MEETING / CALL
5 - 8 mins of rapport building - how long have you worked here do you like etc. check their linked in
75/80% questions from score and taking notes
5 mins of value bridge - summarize what they said and pick out a couple of factors from what they told you and explain how great our product is
close and ask for the next meeting - send out an email with brochure or quotation or sample and confirm a date and time for when we next speak
write out multiple open ended questions that get people talking and make sure you know the answer you would like
Record the conversation and time how long they were talking vs you were talking