How compelled are you to click a play button when you see it in your email or social media?
Video entices people to listen – especially in the Discover phase of the sales process.
Also referred to in the sales process steps as “define,” assessment,” or “needs,” the Discover phase of the sales process we use is often the most tedious.
The goal is to meet with a prospect or client to uncover their desired business results, understand their challenges, and establish how your product or service can help them.
Using Video in the Discover Phase
Using video in the Discover phase is smart because it helps prepare both the seller and the prospects.
Preparing the prospect is one thing that salespeople often overlook prior to a meeting. Most prospects are going to expect you to come in and tell them why they need to buy your product or service. It’s up to you to go out of your way to be sure they know you are different.
This is also a great opportunity to summarize everything that you've discussed with your prospect to make sure that you are on the same page.
Senior Consultant at CSS Trey Morris says, “Stop and Summarize! This is a step in the Discover phase that often gets missed. This is the perfect time to take a timeout and summarize everything that you've discussed with your prospect to make sure that you are on the same page. This is also the point where you can get your prospect to prioritize these needs to find out which one is the most important."
For an example of how to use video in the Discover phase, download The Complete Guide to Using Video in the Sales Process.
Use Video to Break Through the Noise
What you uncover during the Discover phase will be essential in order for you to develop the right solutions to help your client achieve their desired business results.
Dean Moothart, Director of Client Solutions adds, “Resist the urge to start selling and positioning your solution the first time you uncover a need you think you can meet. Stay curious and keep digging. Your best questions are usually your follow-up questions. Don’t assume you understand what the prospect is telling you. Challenge the prospect to explain themselves and tell you more.”
It’s no surprise that sellers rush through this step. However, by taking their time in the Discover phase, sellers will actually accelerate the sales cycle and increase their odds of closing the deal.
Video is no longer used just for product demos. Videos are now used to break through inboxes, build relationships at a distance, explain complex topics, save time, and accelerate the sales cycle.
For more on the Discover phase of the sales process, click here.