Sales discovery

Deep dive into a potential customer's problem
Lisa Glenn Nobles
Operations Navigator

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What's in this template?

The goal of a sales discovery meeting is to find out if you are a good fit for them and vice versa. Leading meetings with clients should be more about them than about you. If you set up the meeting as a discovery and a chance for you to understand their business and problem, it should feel less like an interrogation than if you just jump into asking them a million questions. 

Your goal is to dig deep into the problems they’re experiencing and how they’ve tried to solve the problem in the past. Once you fully understand their business and their problem, that’s when you can offer up a solution and talk about how you can help. 

You can share this meeting with your potential client or use it as a template for yourself to take notes as you talk with them. 

1
Tell me about the problem

What’s the pain? Why? What’s the current cost? How have you tried to fix it?

2
Here’s how I think I can help

What we do, what particular solution will solve your problem, and our process

3
Questions

Any questions to help clarify the proposed solution

4
Next steps

What to expect after this meeting

Duration
30- 60 minutes
Size
2 people
Frequency
Ad hoc

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