DEEP DIVE - Discovery

Question 1

According to the speaker, what is the definition of discovery?

Answer 1

Skilled curiosity and question asking in order to get clarity on the probabilities of success versus failure in a venture.

Question 2

Discovery is not just a conversation, it’s a what?

Answer 2

A skilled conversation.

Question 3

What is the biggest lever you can pull to have a really good discovery?

Answer 3

Curiosity.

Question 4

In discovery, who has all the answers?

Answer 4

The prospect has all the answers; you just bring the questions.

Question 5

What is the biggest goal of discovery?

Answer 5

Clarity, both for yourself and for the prospect.

Question 6

Discovery is NOT about trying to get the prospect to do what?

Answer 6

To buy or to make a decision.

Question 7

Discovery is about the probability of success or failure within what?

Answer 7

Within the program or venture they are there to discuss, not the probability of them buying.

Question 8

What are the characteristics of a successful coaching client?

Answer 8

Being coachable, having high intent, personal accountability, and taking extreme ownership.

Question 9

What are the characteristics of a successful “done for you” investment client?

Answer 9

The ability to trust, fast decision-making, being sold on the vehicle, and the ability to release control.

Question 10

Just because somebody buys, does that mean they’ll be successful in the program?

Answer 10

No, just because somebody buys doesn’t mean they’re going to be successful.

Question 11

What is the relationship between the depth of discovery and the decision?

Answer 11

As the depth of discovery increases, so does the probability of a clear, solidified decision.

Question 12

Why does a deep discovery make the rest of the call easier?

Answer 12

Because it increases the probability that the prospect will make a very clear yes or no decision, which pre-handles objections.

Question 13

What is the best practice for energy at the opening of a call?

Answer 13

It’s really good to mirror somebody’s energy.

Question 14

What are two of the speaker’s favorite energies to bring to a call if not mirroring?

Answer 14

An old friend they haven’t seen in ages, or a joyful old grandpa.

Question 15

Describe the “joyful old grandpa” energy frame.

Answer 15

Slow-moving but full of joy and wisdom, focusing on what matters most in life (family, long-term, doing the right thing).

Question 16

What is “pacing” in a conversation?

Answer 16

Continuing what is already done, such as repeating an objection back to someone or mirroring their tone of voice.

Question 17

What is the key principle for rapport building?

Answer 17

Be authentic; if something feels cringey to you, don’t do it because it will make you and the prospect feel weird.

Question 18

What are the “dos” of the intro and frame?

Answer 18

Introduce yourself, set the agenda, and define roles.

Question 19

What is the “don’t” of the intro and frame?

Answer 19

Don’t over-pitch or explain too early.

Question 20

When should you NOT set the agenda?

Answer 20

In a “red ocean” market where people have been on a ton of sales calls about the topic before.

Question 21

What is a key nuance for your framing statement during the introduction?

Answer 21

Make sure it’s about the prospect and not about you; remove as much of the words “I” and “me” as possible.

Question 22

What is the best frame to take in the introduction?

Answer 22

That you are “looking for alignment,” because it is objective and not about you or the prospect personally.

Question 23

What is the analogy for logical discovery?

Answer 23

A puzzle builder, where you start by finding the corners and sides (the frame) first.

Question 24

What is the first step in logical discovery?

Answer 24

Logistics—the basic, obvious things about the situation.

Question 25

What topics are covered under "logistics"?

Answer 25

What's going on, trends, data, descriptons, financials, and background information.

Question 26

Why should you start with logistics first, even for a painful offer?

Answer 26

It gets people talking without getting overly emotional right away, and it provides a data-based frame for later emotional topics.

Question 27

What is a good way to differentiate a logical question from an emotional one?

Answer 27

Logical is about "what impact is that having," while emotional is "how is that making you feel."

Question 28

How can you get financial information on a non-ROI offer (like fitness)?

Answer 28

By asking "financial adjacent" questions, like what they do for a living, which allows you to gauge their lifestyle and income level.

Question 29

What is the next part of logical discovery after logistics?

Answer 29

The timeline.

Question 30

What is covered in the "timeline" part of discovery?

Answer 30

How long they've had a desire to change, their history of decisions, what changed recently, their goals, and priorities.

Question 31

What is the purpose of the "Five Pillars of Confidence"?

Answer 31

To gauge the prospect's level of confidence in different areas and to pre-handle objections.

Question 32

What are the Five Pillars of Confidence?

Answer 32

1. Problem/Solution, 2. Vehicle, 3. Company, 4. Level of Help, and 5. Themselves.

Question 33

What is the "Problem/Solution" pillar?

Answer 33

The prospect's confidence that what they think is the problem is the *actual* problem, and that solving it will achieve their desired solution.

Question 34

What is the "Vehicle" pillar?

Answer 34

The prospect's confidence that this specific method (e.g., sales, e-commerce, Amazon FBA) is the right one to get them from their problem to their solution.

Question 35

What are your two choices if a prospect says "I don't know" when asked about the vehicle?

Answer 35

You can either educate them then and there, or tell them to get off the phone and do more research.

Question 36

What is the "Company" pillar?

Answer 36

The prospect's confidence that your company is the right one to help them with the vehicle.

Question 37

What is the "Level of Help" pillar?

Answer 37

The prospect's confidence that they need to invest a significant amount of time, energy, and money, as opposed to a cheap DIY solution like a $7 ebook.

Question 38

What is the "Themselves" pillar?

Answer 38

The prospect's confidence in themselves to actually show up, do the work, and follow through.

Question 39

Which of the Five Pillars are external vs. internal?

Answer 39

The first four (Problem/Solution, Vehicle, Company, Level of Help) are external, while the fifth ("Themselves") is the shift to internal.

Question 40

What is the phase after the Five Pillars?

Answer 40

Expansion.

Question 41

What is the goal of "Expansion"?

Answer 41

To expand the gap between the prospect's current state and their desired state.

Question 42

What are some of the "levers" you can pull during Expansion?

Answer 42

Timeline, the problem itself, pain, effects of the problem, urgency, priorities, and the Dickens pattern.

Question 43

What is the "Dickens Pattern"?

Answer 43

A technique from Tony Robbins based on "A Christmas Carol," where you have a prospect explore a problem through the lens of the past, present, and future ghosts.

Question 44

During the Expansion phase, should the Dickens Pattern be focused on external problems or internal identity?

Answer 44

It should be focused on the external problem itself, not their internal identity.

Question 45

What is the "Price Cost Syntax"?

Answer 45

A set of two questions designed to truly make the transition from external discovery to internal discovery.

Question 46

What is the first question of the Price Cost Syntax?

Answer 46

A summary question: "Would it be fair to say that the price you've been paying of (or for) X has cost you Y?".

Question 47

What is the second question of the Price Cost Syntax?

Answer 47

An internal question: "...what do you feel that [the cost from the first question] is costing you?".

Question 48

What is the guiding principle for emotional discovery?

Answer 48

"Ask what they're saying but not saying" to get the context beneath their emotional words.

Question 49

When a prospect uses an emotional word like "painful" or says "I'm failing as a dad," what should a better salesperson do?

Answer 49

Ask "What do you mean by that?" to get them to explain the context and make the feeling real.

Question 50

What should you avoid doing during emotional discovery?

Answer 50

Don't fall into the trap of going straight into coaching them on their problems.

Question 51

What is the bowling alley analogy for coaching through questions?

Answer 51

You are the bumpers that keep the prospect's ball out of the gutters and on track, but they are still the one throwing the ball.

Question 52

What must you have clarity on before moving from discovery to future pacing (like the "Day in the Life" exercise)?

Answer 52

You need to have their real urgency.

Question 53

When you move into the "Day in the Life," what should you anchor the conversation to?

Answer 53

You should anchor it to solving the deepest problem that you found in discovery.

Question 54

How should you use discovery information in the pitch?

Answer 54

Frame each deliverable in a way that resonates with what the prospect assigns value to.

Question 55

How do you discover what a prospect values?

Answer 55

By taking note of where they fall on dichotomies like stability vs. risk, short vs. long-term horizons, self-reliance vs. tribe, etc.

Question 56

What happens if your discovery is shallow?

Answer 56

The close will feel like you're attempting to manipulate them, and objection handling will feel less helpful.

Question 57

What happens if your discovery is deep?

Answer 57

The close becomes an obvious decision without any need for manipulation or pushing.

Question 58

How can you handle cold prospects who are resistant to discovery questions?

Answer 58

Ask a couple of discovery questions and then give them a "treat," like a truism or a "Mikeyism."

Question 59

What is a "truism" or "Mikeyism"?

Answer 59

A statement that's obviously true that says nothing new or interesting (e.g., "time is money," "work smarter not harder").

Question 60

How can you use truisms to handle resistance?

Answer 60

You can use them to frame discovery questions, which gets the prospect to lean in and agree with you without you having to pitch your product.