Discovery Meeting anatomy
Discovery meetings have a natural anatomy. If you adhere to this on EVERY call you can significantly increase your chances of closing a deal.
It’s basically the same as the agenda I outlined above.
ALL meetings consist of 5 major components:
1) Rapport building
2) Meeting opening
3) Questioning (discovery or deeper level questions)
4) Demo/presentation/discussion of what you are selling
5) Meeting closing
All components have a very deliberate and important purpose. Control. When your prospect feels like you’re in control then they do not feel like they have to take control.
Most relevant during:
PMF phase
GTM Fit phase
Scale phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
