Sales Discovery Sheet for Beginners: Map Your First-Meeting Questions and Follow Up on the Rest

Marketing & Sales

Sales Discovery Sheet for Beginners: Map Your First-Meeting Questions and Follow Up on the Rest

Anyone new to B2B sales, or a freelancer taking on client work, can use this sales discovery sheet template for beginners to prepare first-meeting questions the day before. The whiteboard has four pages. Page 1 states the goal of the meeting and what you know and want to confirm about the other side. Page 2 spreads the questions over seven branches and drafts the first question for each. Page 3 sorts them with MoSCoW and sets the order and the follow-up phrasing. Page 4 records the answers you got, why some went unasked, and how to confirm them next time. The task board has four columns (Prepare, Ask in the meeting, Confirm by next time, Confirmed) with 4 parent tasks and 12 subtasks. Keep the page 3 order beside you in the meeting. Afterwards, turn unasked items into follow-up tasks and refine the questions each time.

0 Likes 0 Copies Author: WeProcess
sales discovery sheet first meeting discovery questions meeting prep MoSCoW
Other language versions
Sign up free and use this template

Once you have a free account, you can copy this template from the marketplace

Whiteboard preview

Preview mode Sales Discovery Sheet for Beginners: Map Your First-Meeting Questions and Follow Up on the Rest
Sign up free and use this template

Whiteboard preview

① Goal of the first meeting (start wr... ② Their company and contact (what you... ③ What they may be struggling with ④ What they may be interested in ⑤ What feels awkward to ask ⑦ First question for each branch, wit... ⑨ Line up the ⑧ must-asks as the spin... ⑩ For example (ask for a concrete scene) ⑪ Why is that (ask for the reason) ⑫ Anything else (catch what you missed) ⑬ Answers you got in the ⑨ order, why... ⑭ Questions to add to the sheet ⑮ Questions to cut from the sheet ⑯ Questions to reword Sales Discovery S... How to use (4 pag... Goal and success ... How to ask and rules Pain points and u... What you learned ... 1/4 Set the meeting goal Ctrl+F / ⌘F : 2/4... → 2/4 2/4 Widen the questions ↙ 3/4 Date and placee.g. Next Wednesday, 2 p.m., 30 minutes onlineDate and time: __/__ ____ / Place: ____ Today's goale.g. Learn their pain points, who decides, and when they want to start What promise would make it a successe.g. They agree to a second meeting in two weeks where you bring a quote What I know now What to confirm What the company ... e.g. Bakery with 3 stores in the region and about 20 staff e.g. Are they planning a new store? Contact's role e.g. Store manager Ms. Taylor, who sent the inquiry e.g. How much is she in charge of? Why they got in t... e.g. Asked for a quote through the website form e.g. Why did they decide to ask now? Current way of wo... e.g. Orders come in by phone and paper notes e.g. Where does the current way cause trouble? e.g. The phone never stops ringing with weekend orders e.g. Orders are misheard a few times a month Write why you think so (website, reviews, wording of the inquiry) e.g. Taking orders online too e.g. Letting the manager take a day off even on busy days Pick up words from the inquiry e.g. Who makes the final decision? e.g. How much money can they spend? Prepare how to ask on page 3 (boards ⑩ to ⑫) ⑥ Branch out the ... Questions for the first meeting (from the things Current situation e.g. How do they work now, and with how many people? Ideal state e.g. What would make them happy six months from now? Decision maker e.g. Who decides in the end, and how many people decide? Other vendors e.g. Are they talking to other companies too? Pain points e.g. Which task takes the most time or effort? Budget e.g. How much a month ($) can they spend? Timing e.g. By when do they want to start, and why? First question to... Sample answer Current situation e.g. How do you take orders right now? e.g. Phone and paper notes. Two people take them Pain points e.g. Which task takes the most effort? e.g. Fixing misheard weekend orders Ideal state e.g. What would make you happy six months from now? e.g. No more mix-ups, and the manager gets one day off a week Budget e.g. About how much a month could you comfortably use? e.g. $200 a month at most Decision maker e.g. Who makes the final decision? e.g. The owner. The manager gives input Timing e.g. When would you like to start using it? e.g. Before the busy season in December Other vendors e.g. How far along are your talks with other companies? e.g. Got a quote from one company 3/4 Rank and order qu... → 4/4 4/4 Follow up the una... ⑧ Sort the ⑦ ques... MustAsk for sure e.g. Pain points (the task that takes the most effort) e.g. Decision maker (who decides in the end) e.g. Timing (when they want to start) ShouldAsk if possible e.g. Ideal state (the picture in six months) e.g. Budget (how much a month) e.g. Current situation (how many people) CouldAsk if time allows e.g. Other vendors (who else they asked) e.g. Why they chose the current way e.g. Whether someone inside may object Won'tSkip this time e.g. Step-by-step details of the work e.g. Talks about discounts e.g. Anything that can wait for the second meeting 1 OpeningState today's goal and the time (2 min)e.g. "In 30 minutes I'd like to hear about your current pain points" 2 Current processStart with easy facts (5 min)e.g. How do you take orders right now? 3 Pain pointsFirst must-ask item (10 min)e.g. Which task takes the most effort? 4 Ideal stateA should-ask item (5 min)e.g. What would make you happy six months from now? 5 Decider and timingSecond and third must-ask items (5 min)e.g. Who decides in the end, and about when? 6 Next stepSet the next date (3 min)e.g. May I bring a quote in two weeks? e.g. For example, when was the last really hard day? Use it when the answer is vague Keep asking until a number or a date comes out e.g. Why did you feel that way? e.g. Could you tell me why you chose that method? Asked back to back it sounds like blame, so stop at two e.g. Is there anything else on your mind? e.g. Is there anyone else I should talk to? Ask it each time a topic ends Answer I got Why I did not ask How and by when t... Current process e.g. Phone and paper notes. Two people take them e.g. None (asked on the spot) e.g. None (nothing to confirm) Pain points e.g. Misheard weekend orders e.g. Time ran out before I asked how often e.g. Ask the number by email (due __/__) Ideal state e.g. They want to stop the mix-ups e.g. We did not get to the picture six months out e.g. Ask first thing at the next meeting (__/__) Decider and timing e.g. They want to start before December e.g. It felt awkward to ask who decides e.g. Ask as "how decisions are made" next time (__/__) Next step e.g. Bring a quote in two weeks e.g. We did not settle the date e.g. Send two candidate dates by tomorrow e.g. How many times a week are orders misheard? Pick from the items you could not ask in ⑬ Add them to the table in ⑦ for the next meeting e.g. Where the shop is (the website told us) Questions they seemed to find hard to answer Cut what you could learn by researching beforehand e.g. "Budget?" → "About how much a month could you comfortably use?" Review questions that got a one-word answer Fix wording that sounded like blame → 2/4 Widen the questions ↙ 3/4 Rank and order qu... → 4/4 Follow up the una...
100%

Drag to move, scroll to zoom

Task board contents

Prepare 16 items

Set the goal
Expand questions
Rank the questions
Follow up unasked
Write date and goal
Sort what you know
List your hunches
Fill the branches
Draft questions
Guess the answers
Sort the questions
Set the order
Pick follow-ups
Log the answers
Plan next checks
Fix the questions

Ask in the meeting 0 items

Confirm by next time 0 items

Confirmed 0 items

Related templates

← Back to templates