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@romeoalaric4946
3 жыл бұрын
instablaster...
@trytimenk
3 жыл бұрын
1. Rapport 2. Agenda 3. Pain 4. Goals 5. Budget 6. Decision Making Process / Authority 7. Timing 8. Close
@negatron5514
3 жыл бұрын
are you looking for likes? Cause listing them like this doesn't give the value watching the video does.
@trytimenk
3 жыл бұрын
@@negatron5514 looking for value
@merlin5079
2 жыл бұрын
For me it was a perfect addition to the video for taking my own notes. Thanks for the list! :)
@roninairsoft25
3 жыл бұрын
I watched all of your videos about 6 months ago before my interview process with a SaaS company. I would like to genuinely thank you for all of the great advice and content you provided. If it wasn't for you, I don't think I would've been able to land the job! You provided great clarity and direction into what is required of a BDR and this gave me the confidence I needed! Thank you so much!
@patrickdang
3 жыл бұрын
wow that's amazing to hear Anthony, I'm happy to hear you landed the job and I'm wishing you the best in your new career!
@rahulnathr
2 жыл бұрын
Realy brother..you are making things very simpler
@erinlinley1168
3 жыл бұрын
After watching this video I told my teammate that we needed to start doing discovery calls before scheduling a demo. He said I just read his mind and then asked if I'd been watching Patrick on KZitem 😂 I guess you're the standard for sales training now.
@patrickdang
3 жыл бұрын
Haha that’s hilarious 😂 but I’m glad the videos are helping!
@justinbatista907
3 жыл бұрын
It's been nearly impossible to find a very structured video on discovery call, thank you man.
@patrickdang
3 жыл бұрын
No problem! I'm here to help
@noemilaurio
4 ай бұрын
I'm so close to getting a SDR role and your videos really helped me understand how to be better at the job. Thank you Patrick!
@janhafen1263
2 жыл бұрын
I really liked how you first tried to uncover the pain point before going on with the script. Most people simply deliver a pitch and don't even care to find out about the problem of the customer
@houstoncole3859
2 жыл бұрын
I’ve been in sales since I was a young boy, starting with newspaper subscriptions at 14, and now do home restoration selling hundreds of thousands if not well over a million annually. Today, researching tech sales jobs, I found that this AE position with some of the big companies paid extremely well. You’ve brought excellent insight into the position in only 2 videos that I’ve watched so far. I’m very excited that I’ve found you so I can continue to study this through you. In answer to your question in this video, I believe listening to your customers needs or pain, as you called it, is the most important. In my experience over the years I’ve learned if you listen after building rapport they will tell you how to close them. Great video! I’m excited to learn this and tackle it next in my life while becoming a new father and husband.
@patrickdang
2 жыл бұрын
Thanks for your wonderful insight. Yep, it's best to let the client tell you their problems and everything else should sell themselves if you have a good product. Great to hear your experience and best of luck!
@katherinewright8220
2 жыл бұрын
This was SO helpful! I had a Mock discovery call for an interview and this helped me so much :)
@patrickdang
2 жыл бұрын
Thanks for Watching Katherine.
@Sonphan100
2 жыл бұрын
Katherine how did it go? I have one coming up and was wondering how much of the structure helped
@jfisher164
2 жыл бұрын
Definitely just used this to smoke a sales role play for an interview. Thanks man, really good breakdown!
@CtRayLive
3 жыл бұрын
thank you for being straightforward and making things easy for us to understand! this was very helpful
@andrewcowboy
3 жыл бұрын
I've always found when the problem is big enough they always find the budget!
@patrickdang
3 жыл бұрын
You are definitely correct
@realadamuidris
3 жыл бұрын
This is so much better guides to get things done the easier way to get the best out of the Corporate world.
@patrickdang
3 жыл бұрын
Glad you think so!
@applepeel1662
3 жыл бұрын
Hey Patrick it would be great if you can make a video about what are the best questions to ask in a discovery call. I've been given the responsibility to identify if a software is worth it and have to properly analyse the pitched software
@edl4374
Жыл бұрын
This is great advice. The best line is “understand current situation and where they are trying to go”.
@DennyUtama
Жыл бұрын
thanks for sharing this video. I noticed that my discovery calls have been not well-structured, and now I learnt it from this video!
@JohnRichard77777
22 күн бұрын
Pat, Inside Sales B2B is not a walk in the park. It takes much more than what you said.
@annaleahramos5660
2 ай бұрын
Thanks for this awesome video, Patrick! Simplified and generalized 😃
@brittneenicole9754
3 жыл бұрын
This is FREAKING AWESOME PAT! New Sub!
@patrickdang
3 жыл бұрын
awesome, thanks for subbing
@guadalupedominguez8639
3 жыл бұрын
Im starting to become a sells woman and i love your advices hope it works for me
@fraqib83
3 жыл бұрын
More videos like this please . Top video
@miamipilates4266
Жыл бұрын
Thank you Patrick! I'm transitioning careers from fitness into an account manager for an IT company, and your material was crucial to my passing each round of interviews. I will continuing watching your content- its been so helpful and interesting :)
@JessicaSarkisian
10 ай бұрын
Great insight! I have not seen feedback this detailed in another video.
@everythingwebelieve
Жыл бұрын
Amazing and truly quality video, the content is super exciting and totally true, enthusiastic and a certain guidance to follow!!!!
@michaeltrenier
Жыл бұрын
Phenomenal video. Plain English. Great examples. Many thanks bud!
@Mesu1111
2 жыл бұрын
Great content, Patrick! Thank you so much. ❤👏
@dexterchoo6541
Жыл бұрын
1) would you talk about the budget and timeline only at the end of the call? 2) how would you present the solution and pitch the solution to show how it solves customer problems and show how it is different from competitors and its USP?
@akhi85
2 жыл бұрын
This is some insane value mate. Thanks Pat.
@patrickdang
2 жыл бұрын
Appreciate it!
@TheExperienceShow_
Жыл бұрын
Thank you - I'm about to start a real focus on B2B Sales and this video is a game changer! 😃
@om7534
2 жыл бұрын
Thank you so much for your awesome videos! Landed 2 roles related to sales within tech companies. I followed all your advice. It worked!
@christophergilbert168
3 жыл бұрын
Every part of this video was great
@patrickdang
3 жыл бұрын
Great to hear!
@SergioValdes-ws7wt
Жыл бұрын
Patrick, first off I love your content and it has helped me tremendously. I was wondering if you could create some content based on the second "discovery" call and discuss the structure and flow once the initial call has been made and youre working on closing the deal. Thanks!
@AlexGarcia-jp7eu
Жыл бұрын
So I’ve followed the script during a job interview for an AE role and I didn’t get the job because I didn’t focus enough on what services and solutions I was pitching from the start so they didn’t know if I could help them. Should the high-level pitch be in the beginning? Also I really wish you provided more discovery questions and how to handle objections in each section instead of just rushing through it. Can you please post a full role-play mock discovery call with objections & without commentary. I think you have every How To sales video except the most important one.
@snoon1993
4 жыл бұрын
I have a mock discovery call coming up as my interview process! Thank you so much for this!
@patrickdang
4 жыл бұрын
Glad you got some value out of the video!
@simonebuda9141
3 жыл бұрын
Me too! Thanks as well!
@audrabeard5731
2 жыл бұрын
Thank you for this information, I am just getting back into the work force and have never heard of a discovery call so this is all new, you are very detailed and explained everything. thank you
@jameswilliams592
2 жыл бұрын
Good stuff Patrick!
@patrickdang
2 жыл бұрын
Thanks James.
@eljay_design
11 ай бұрын
this is so valuable! thank you so much for sharing Patrick!
@gaellea5200
3 жыл бұрын
Thank you so much ! it's very clear and efficient
@KeishorneScott
3 жыл бұрын
Excellent video!
@patrickdang
3 жыл бұрын
Glad you liked it!
@aileencitap1538
2 жыл бұрын
Thank youu so much for this!!! It helped me a lot to understand the discovery! All the information is so easy to understand, so organized step by step and really well explained. Great video!
@tn199941
2 жыл бұрын
awesome, learnt a lot from this high quality video
@hza3562
3 жыл бұрын
This was awesome man!
@patrickdang
3 жыл бұрын
thanks!
@upvotecomment2110
3 жыл бұрын
thank you Mr. reverse sunburn
@patrickdang
3 жыл бұрын
🤣🤣
@anczerewicz1
2 жыл бұрын
There should absolutely be a hard stop at budget. And a deep dive discussion on people telling you what they want to pay versus what they're able to pay. Many people want to spend as little as possible and have very little appreciation for Value vs investment. So when somebody tells you they have set aside a $1,000 budget for consulting services where a bargain price is really anywhere between $5,000 and $20,000 this subject really has to be approached from the gap between where they're at and where they want to go as a desired outcome.
@cetrick_yeanay
Жыл бұрын
Thank you!! Your help will guide me to success. I have belief
@AlexGarcia-jp7eu
Жыл бұрын
I wish you focused on pain questions more sense that is going to be majority of the discovery call and definitely the most important part as you mentioned
@prettyinpink2b
2 жыл бұрын
Thank you so much for your help! using this during my mock up discovery call on an interview for Saas sales!
@leenettehadebe3054
3 жыл бұрын
Thank you Patrick this was so insightful
@dickydesign
Жыл бұрын
no way, this is to good!
@edl4374
2 жыл бұрын
Wow, great job explaining. This is great advice
@lydiaerinab
3 жыл бұрын
Wow, this is amazing. Thank you for the detailed structure and good job:)
@patrickdang
3 жыл бұрын
Glad you liked it Lydia!
@AshleeJewel
3 жыл бұрын
Great info! I liked the Agenda Phase. Never heard that before :)
@NokthulaMadondo
3 жыл бұрын
Dang!!!Patrick, that was fire man!! See what I did there? LOL. Seriously though, I am thoroughly enjoying your content.
@patrickdang
3 жыл бұрын
Haha great to hear
@deathscream1231
2 жыл бұрын
Ahhh thank you for this!!! Really!!!❤️
@SheinaRaskin
3 жыл бұрын
Thank you!! I am going to use this in a discovery call today! So much value I'm a new subscriber
@shanadouglas8726
3 жыл бұрын
Very helpful. Thanks for sharing!
@uvd1
2 жыл бұрын
This is gold
@troooooper100
2 жыл бұрын
Hey I wanna go further, I wanna go and help businesses. I wanna become an expert in optimizing businesses. I want businesses to allow me to come in, analyze everything they do and then I'll do research on how their processes can be improved or if there is place for automation.
@RussellStout-u3j
Жыл бұрын
Awesome video!
@bitcoinhorizon
2 жыл бұрын
A lot of value in this - thank you.
@patrickdang
2 жыл бұрын
Thanks
@_nikoru
2 жыл бұрын
Thank you! This was helpful!
@madness5693
3 жыл бұрын
Thanks man
@asifyusuf674
Жыл бұрын
Some great points
@TheExperienceShow_
6 ай бұрын
Thank you!
@user-elias123
3 жыл бұрын
Patrick, do you think that anybody can learn the skills necessary to be successful in sales or is it only possible for people who have good social skills by nature?
@patrickdang
3 жыл бұрын
It’s a trained skill. I was extremely shy and quiet for the first 17 years of my life.
@ninamu3104
3 жыл бұрын
thank you for sharing this! you explained everything very well and it was helpful to me as a beginner in sales
@ngoniewankenobi
3 жыл бұрын
this is amazing
@patrickdang
3 жыл бұрын
thanks!
@ayushsahu315
Жыл бұрын
Thanks Asian Uhtred Ragnarson
@rachelbao630
2 жыл бұрын
Awesome videos and I learned a lot - Thanks Patrick! Would love to see any tips and guides to ace a case-study role play, when you get a chance:) Thanks again!
@kakamkluivert2183
2 жыл бұрын
Thank you
@garyinthemiddle
2 жыл бұрын
Hey Patrick. Great video. Incredibly useful. Thank you. I have a question: What do you do if the potential client doesn’t yet have a budget set, but they took the call because they are shopping around for different quotes for the service I offer?
@goodthings214
2 жыл бұрын
There is a video of Patrick on this too
@westgopfa3881
3 жыл бұрын
hie Patrick lm still new in the sales industry l havent studied for it so lm worried how can l pick it up ,already lm loving your channel ,
@NeoUnfazed
Жыл бұрын
VALUE
@ttjay5934
2 жыл бұрын
I haven't been successful at closing these last two Discovery calls with lead clients but was doing these things prior to stumbling across this video. I'm a SLED, business grant, and project proposal consultant, do you have any suggestions? Also, do you have more information regarding the budget of the lead prospect? @Patrick Dang
@lenadlawan8421
Жыл бұрын
What could be the best platform to start discovery calls?
@mikachu4854
Жыл бұрын
zoom
@ChrisSantini
3 жыл бұрын
Key light is a bit strong here.. maybe drop a stop or so of light. lol
@patrickdang
3 жыл бұрын
Thank you for your suggestion, this video was done awhile ago! I think the recent videos are abit better
@jamaicatadeo2596
3 жыл бұрын
This information is gold! I'm just curious, what if you found out the prospect isn't qualified mid-meeting? How do you move forward then and avoid awkwardness?
@patrickdang
3 жыл бұрын
I would just tell them during mid meeting or cut it short. For example you can say, "Hey Sally, based on everything you're telling me, I don't feel we're a great fit to work together because XYZ. Let's go ahead and end the conversation here and if anything changes, feel free to reach out again. Is that okay with you?"
@jamaicatadeo2596
3 жыл бұрын
@@patrickdang hm, thanks for that. Makes sense. At least you won't have to waste each other's time.
@pedrorezende7170
3 жыл бұрын
Great!!!
@jeremiahedum5916
3 жыл бұрын
thanks got a huge value of sales from your teaching
@asmusndsu
9 ай бұрын
Good advice but this doesn’t sound like a discovery call but more of a sales qualification conversation.
@Fitnesswithkev
2 жыл бұрын
I have a mock interview for CC, what if they object to the rapport tho?
@abbieccruz
3 жыл бұрын
Is this flow also applicable for SDR?
@patrickdang
3 жыл бұрын
yup the flow is pretty much the same for an SDR and AE. the only difference is that the SDR might have a shorter conversation because they'll pass it over to the AE later on
@funkzilla01
2 жыл бұрын
BANT
@nxztlvl6046
2 жыл бұрын
Where would you pitch this?
@umarfaizanseo
2 жыл бұрын
Hey Patrick, which Mic do you use for recording?
@romeojrzinampan7665
3 жыл бұрын
When we move to the proposal step via video call and let’s say we aren’t able to meetup in person, what if he records my presentation without me knowing and they’ll let someone else to execute it?
@noillusion3180
2 жыл бұрын
*systematic process
@bettergo18818
3 ай бұрын
SPIN
@StefanoRomeroT
2 жыл бұрын
Show you how I can help > show you what I do
@abirhasan3357
2 жыл бұрын
Can't stop laughing after noticing that you use lipstick, lol
@Onlyme2015
Ай бұрын
pls show respect to the teacher
@89198321
2 жыл бұрын
This isn't useful just for BDRs, product managers can also get a lot of value out of this content!
@SL-lz9jr
3 жыл бұрын
Unrelated to the content, but he looks really familiar but I don’t know why. Lol.
@conventionalischeating
2 жыл бұрын
Amazing video!
@patrickdang
2 жыл бұрын
Thank you
@ogagadios
3 жыл бұрын
I am learning so much from your videos, I see a lot of thighs I have been doing wrong. I will keep practicing your lessons.
@patrickdang
3 жыл бұрын
Great to hear. Keep it up
@muhammadrizvi3986
8 ай бұрын
I have a interview and I have to do a mock discovery call with a presentation.. should I go over questions/pains first or go over what my company does and some examples of the different cybersecurity solutions that are available first?
@ErlanggaPribadi-c4r
Жыл бұрын
your video actually helped me got my current job 9 months ago and since then i've hitted >200% Q attainment on my first Q and >300% on my second Q in the company using the flow u recommended on this video!, thanks a lot man! you really are the man! going to be enterprise AE soon 😁
@amandaakasmurf
2 жыл бұрын
What’s a good authority based q
@MacklinBuckler
3 жыл бұрын
great video, Patrick. I have already bought one of your classes on Udemy. I recommend them to all of my friends who are in sales! Thanks for the actionable content
@patrickdang
3 жыл бұрын
Thanks for spreading the word!
@GretchenHoechner
Жыл бұрын
tried and true BANT process
@everythingwebelieve
Жыл бұрын
Yeah dear Patrick, It was an eye opener to me!! Very compactly presented!! Amazed by your words! I think that pain points is the thing one needs to be put into the box, and need of the hour!! Thanks
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