The F.A.L.L. Discovery Method

Deals are won and lost in the discovery process. 

In fact a recent study revealed that the number one thing that influenced a buyer's decision to work with a company was the buying process. And discovery is a big part of that. 

Your end goal should be to have conversational discovery. 

Let’s break down this simple F.A.L.L. Method to help you improve the discover process and win more deals:

F - Stands for frame. One of the big problems in the discovery process is that reps often just ask questions, and the buyer is trying to understand where you’re trying to go. So, one of the first things you need to do is frame the conversation. It helps the buyer know that you’re informed and get an idea of where you’re trying to go. 

A - Stands for Ask. Ask the question. You’ve framed your question, now it’s time to ask it. 

L - Stands for Listen. Now is the time to be fully locked in and present. Not thinking about your next question. Listen for the specific words that they use because they are going to inform the next step of the process. 

L - Stands for Layer. This is where the good stuff comes out. Use a layering question to do a few things…one it shows that you’re listening, two it makes sure you’re aligned with their thoughts, which builds trust. 

Then you can repeat this process during the call to continue to dive deeper with the prospect. 

This is a simple breakdown of a framework that I use in all my sales calls, no matter what I’m selling. 

If you want to dive deeper into this concept, click here to watch a 10 minute video training I did on the F.A.L.L. Method.

FINAL THOUGHTS - Conversational discovery is the end goal for everyone. It's a better experience for the buyer and you. The bonus is that you end up winning more deals and helping more people. It's a skill that needs practice just like everything else.

MY ASK OF YOU - If you found value in this here are some ideas for you

1. Become a Savage Sales Insider. Get insights and tips on a weekly basis from yours truly. SIGN UP HERE

2. Repost this article to your network to share this with your colleagues, friends, or loved ones that you care deeply about and want to see achieve their goals.

Thank you for giving me your most precious commodity. Your time.

If you have any questions or comments please share them and I'll make sure to answer all of them for you.

Now go burn it down!

JJJ