Discovery to Pitch

🎯 Sales Process: Discovery to Pitch

The Treasure Hunt Analogy

Imagine you’re a treasure hunter. But here’s the twist—you don’t dig randomly hoping to find gold. Instead, you listen to clues, understand the map, and present exactly what the treasure seeker wants.

That’s selling! You’re not pushing products. You’re finding what people truly need and showing them why YOUR solution is their treasure.

🔍 Sales Discovery: Finding the Hidden Clues

What Is It?

Sales discovery is like being a detective. Before you can help someone, you need to understand their world.

Simple Example:

• A doctor doesn’t prescribe medicine before asking, “Where does it hurt?”
• A mechanic checks your car before fixing it
• YOU ask questions before offering solutions

The Discovery Conversation

Think of discovery like making a new friend at school. You ask questions to understand them:

"What do you do every day?"
"What makes your job hard?"
"What would make things easier?"
"What have you tried before?"

Real Discovery Questions

The Discovery Formula

graph TD
    A["Ask Open Questions"] --> B["Listen Carefully"]
    B --> C["Dig Deeper"]
    C --> D["Confirm Understanding"]
    D --> E["You Now Know Their Pain"]

Pro Tip: The person who asks the best questions—not the one who talks the most—wins the sale.

📋 Needs Assessment: Mapping the Treasure

What Is It?

Needs assessment turns your discovery clues into a clear picture. It’s like putting puzzle pieces together.

Simple Example:

• You found out: “I waste 3 hours daily on paperwork”
• The NEED is: “Save time on paperwork”
• The SOLUTION could be: “Automation software”

The SPIN Framework

SPIN is like a magic recipe for understanding needs:

Explicit vs. Implicit Needs

Implicit Need (Hidden):

“Ugh, I spend hours updating spreadsheets.”

Explicit Need (Clear):

“I need software that auto-updates my data.”

Your job: Turn hidden complaints into clear desires.

Needs Assessment Flow

graph TD
    A["Gather Information"] --> B["Identify Pain Points"]
    B --> C["Prioritize by Impact"]
    C --> D["Match to Solutions"]
    D --> E["Validated Need List"]

🎤 Sales Presentation: Telling Your Treasure Story

What Is It?

A sales presentation is your moment to shine. You’ve found the clues. You know what they need. Now you SHOW them the path to their treasure.

Simple Example:

• A movie trailer shows the BEST parts
• It makes you WANT to see the movie
• Your presentation = trailer for your solution

The Three Magic Parts

1. THEIR Problem (Make them feel it)

“You told me you lose 3 hours daily to manual reports…”

2. YOUR Solution (Show the bridge)

“Our tool generates reports in 5 minutes…”

3. THEIR Future (Paint the dream)

“Imagine what you’ll do with those extra hours!”

Presentation Structure

graph TD
    A["Hook: Their Pain"] --> B["Story: How Others Solved It"]
    B --> C["Solution: Your Product"]
    C --> D["Proof: Results & Data"]
    D --> E["Call to Action"]

Do’s and Don’ts

🖥️ Product Demonstration: Let Them Touch the Treasure

What Is It?

A demo is showing, not telling. Let them SEE and FEEL how your solution works.

Simple Example:

• When you buy a car, you take a TEST DRIVE
• You don’t just read about it—you EXPERIENCE it
• Your demo = their test drive

The Demo Formula

Before Demo:

1. Set expectations: “I’ll show you 3 things”
2. Remind them of their pain
3. Ask: “What’s most important to see?”

During Demo:

1. Show solutions to THEIR specific problems
2. Keep it focused (10-15 minutes max)
3. Let THEM interact when possible

After Demo:

1. Summarize what they saw
2. Ask: “How does this compare to what you’re doing now?”
3. Address concerns immediately

Demo Mistakes to Avoid

graph TD
    A["Common Demo Mistakes"]
    A --> B["Showing EVERYTHING"]
    A --> C["Technical overload"]
    A --> D["Ignoring their needs"]
    A --> E["Not practicing first"]

Golden Rule: Show only what matters to THEM. Not everything your product can do.

⚡ Elevator Pitch: 30 Seconds to Shine

What Is It?

Imagine you step into an elevator with your dream customer. You have 30 seconds before the door opens. What do you say?

Simple Example:

• “I help small businesses save 10 hours weekly on accounting”
• Clear. Quick. Memorable.

The Elevator Pitch Formula

For [TARGET CUSTOMER]
who [HAVE THIS PROBLEM],
our [PRODUCT/SERVICE]
provides [THIS SOLUTION].
Unlike [COMPETITORS],
we [UNIQUE BENEFIT].

Example Pitch

“For busy restaurant owners who struggle with scheduling, our app creates perfect staff schedules in 2 minutes. Unlike spreadsheets or paper, we automatically handle time-off requests and shift swaps.”

Pitch Building Blocks

Practice Tips

• Time yourself (30 seconds MAX)
• Say it out loud 10 times
• Test with a friend: “Did that make sense?”
• Adjust based on WHO you’re talking to

📝 Sales Scripts: Your Treasure Map

What Is It?

A sales script is your guide, not a prison. It’s like having notes for a speech—you know the key points but speak naturally.

Simple Example:

• Actors learn scripts, then add personality
• You learn the KEY MESSAGES, then be yourself

Types of Scripts

1. Opening Script (First Contact)

“Hi [Name], I noticed your company does X. Many similar companies struggle with Y. Is that something you’ve experienced?”

2. Discovery Script (Questions)

“Can you walk me through how you currently handle…?” “What’s the biggest challenge you face with…?”

3. Objection Scripts (Handle Pushback)

“It’s too expensive” “I understand. Let’s look at what this costs versus what you’re losing now…”

4. Closing Script (Ask for Sale)

“Based on everything we discussed, it sounds like [solution] would help with [their problems]. Should we move forward?”

Script Structure

graph TD
    A["Greeting & Hook"] --> B["Build Rapport"]
    B --> C["Discovery Questions"]
    C --> D["Present Solution"]
    D --> E["Handle Objections"]
    E --> F["Close"]

The 70/30 Rule

• 70% = Let THEM talk
• 30% = You talk

Scripts help you guide the conversation, not dominate it.

⚔️ Competitive Selling: Standing Out from the Crowd

What Is It?

Competitive selling means showing why YOUR treasure is the BEST treasure—without speaking badly about others.

Simple Example:

• When choosing ice cream, you pick based on flavor YOU love
• You don’t say other flavors are “bad”
• You show why YOUR flavor is perfect for THEM

Know Your Competition

Competitive Positioning

DON’T say: “They’re terrible!” DO say: “We’re better for you because…”

graph TD
    A["Customer Need"] --> B{Who Fits Best?}
    B --> C["Your Solution ✓"]
    B --> D["Competitor X"]
    B --> E["Competitor Y"]
    C --> F["Explain WHY You Fit"]

The Trap Framework

When a customer mentions a competitor:

• T – Thank them for sharing
• R – Relate to their research
• A – Ask what they liked
• P – Position your difference

Example:

“Thanks for mentioning them! They’re a solid company. What stood out to you? … Interesting. Here’s where we’re different…”

Differentiation Categories

🏆 Putting It All Together

The sales process is a journey, not a sprint:

graph TD
    A["🔍 Discovery"] --> B["📋 Needs Assessment"]
    B --> C["🎤 Presentation"]
    C --> D["🖥️ Demonstration"]
    D --> E["⚡ Elevator Pitch moments"]
    E --> F["📝 Scripts Guide You"]
    F --> G["⚔️ Beat Competition"]
    G --> H["🎯 WIN THE SALE"]

Remember These Golden Rules

1. Listen more than you talk
2. Focus on THEIR problems, not your features
3. Show, don’t just tell
4. Practice makes confident
5. Be different, not just better

🚀 Your Next Step

You now have the complete treasure map. The difference between good salespeople and great ones? Practice.

• Role-play discovery calls
• Record your elevator pitch
• Shadow top performers
• Learn from every “no”

Every master was once a beginner. Start your treasure hunt today!

“People don’t buy products. They buy better versions of themselves.” 🎯