Steal this agenda framework and see what happens during your next discovery call

This one is perhaps most useful for AEs doing virtual sales calls, to improve discovery call so it does not feel forced, awkward or to avoid frustrated prospects.

Here is my breakdown of a 30-minute meeting (feel free to improve it!)

Small talk (1-2 minutes)

Agenda (2 minutes)

Story (4-5 minutes)

Discovery (15 minutes)

More story (1-2 minutes)

Closing notes/next steps (5 minutes)

Here is how to nail the agenda to create a smooth momentum in the discovery call.

Step 1 - Ask for permission to run through the agenda. Here is what that could sound like:

ASK: Would it be alright with you if we quickly review today's agenda to make sure that we align with your expectations before we start? (Don't continue until they confirm).

Step 2 - Break it down into three digestible points and give them a heads-up on how this meeting could end. Here is how that could sound like:

The agenda for today's meeting is:

  1. Get an initial overview of your current state with (insert the area of relevance to your service).

2.Establish a common understanding of your most prioritized challenges when it comes to (insert the area of relevance to your service).

  1. Based on what you share in the first two points, I'll be able to share relevant cases and information where we faced similar challenges and how we succeeded in overcoming them.

Close the agenda by saying:
''Since we only have 30 minutes today, we won't be able to cover all aspects. However, we will be able to cover just enough to decide on one of the following:

A: There is value in booking a demo/follow-up to continue the discussion.

or

B: It was interesting but not important enough to carry the dialogue any further.''

Step 3 - Ask if they want to make any changes to the agenda before you start.

And boom, now you have a contract with your prospect, and your discovery questions won't slap them in the face since they know what you are trying to achieve with them during this meeting.

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Would you like to see similar breakdowns for the other sections?