Formula 5 Discovery
A proven 5-step Formula Account Executives & SDRs can instantly follow to overflow their pipeline with deals that are ready to close.
Backed by 1,000+ discovery calls and 10’s of millions of new revenue.
Yours today for only $247
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Master the 5 steps to successful discovery:
Formula 5 Discovery is a proven 5-step blueprint to running successful discovery.
Explore each step and the full curriculum below:
Step 1: Challenge
You've mastered the first 5 minutes; but what comes after that? Successfully pinning down the challenge your buyer has is what Step 1 is all about.
Step 2: Impact
Every role has challenges, but how big are they? In Step 2, you'll identify the impact that challenges have on the person, team, and company.
Step 3: Use Case
Are you able to help solve this problem? We want to say yes, but that isn't always the case. In Step 3 you'll uncover the use case by truly putting yourself in the prospect's shoes.
Step 4: Metric
Why should your prospect care about this problem? What is the cost of not solving it? Here we'll examine the right way to quantify the pain and impact.
Step 5: Paint the Picture
In Step 5 we'll put it together by sharing relevant customer stories, and how to close the conversation and progress to the demo.
Full Curriculum
See exactly what's makes up Formula 5 Discovery:
Overview:
- Intro to course
- 5-step Discovery Framework
- General rules of Discovery
- How to prep for a Discovery
- True or False of Discovery
Discovery: how to kick it off - Intro
- Impress them right off the bat
- How to lead a compelling introduction
- Role Play: Your Introduction
- How to lead an executive level discovery: 1-slide approach
- Set expectations and agenda [outbound sourced]
- Set expectations and agenda [inbound sourced]
- Role Play: agenda and expectations
- How to Deal with Tough Prospects
- Role Play: “Get to the Point”, “Can we See a Demo?”
Step 1: Challenge
- Uncover the problem
- Tough customer? How to deal with them
- Ensure questions have context
- Questions to ask in Challenge step
- Fusing Personalization & Relevance in your Questions - Challenge
- Multi-threading questions to uncover stakeholders
- "Pressure test" questions: is it worth your time?
- Disqualification framework
Step 2: Impact
- 3 levels of Impact
- Impact to the individual - questions
- Impact to the team - questions
- Impact to the organization - questions
- Fusing Personalization & Relevance in your Questions - Impact
Step 3: Use case walkthrough
- What is a use case?
- How to uncover the use case
- Use case examples
- Unpack and understand Gaps in the use case
- Prospect Questions: Understand the Purpose Behind the Ask
Step 4: KPI / metric [quantification]
- What does quantifying the cost of inaction mean?
- Examples of KPIs and metrics by role
- How to uncover the cost of inaction - questioning framework
- Additional questions on quantifying the pain and impact
- Real examples of quantifying the pain
Step 5: Paint a Picture & Next Steps
- Customer story framework: paint a clear picture
- Role play: Customer Story example
- Key questions to ask to uncover decision makers, key stakeholders, evaluation and decision process
- How to plan for the demo - questions to ask
- Locking in the next step
- "How much does this cost?" How to handle
Post Discovery
- Discovery recap email
Closing Remarks
Get Started Today:
Click or tap the button below to add Formula 5 Discovery to your cart.
You're 2 minutes away from unlocking the BEST discovery strategies, tactics, and examples from 17+ years of experience.
Take a look inside
Formula 5 Discovery is packed with 4+ hours of content. No fluff, filler, or BS.
Just straight actionable advice you can use in your very next discovery call.
Click "PLAY" on the video to watch a short example module and experience for yourself.
Unlock Lifetime Access to Formula 5 Discovery Today!
Formula 5 Discovery $247
One Time Payment. Lifetime Access.
- 4+ hours of direct video coaching from Salman
- Step-by-step formulas, scripts, and role play examples
- Instantly applicable tactics and downloadable guides to use on your very next call
- No questions asked FULL 30 day money-back guarantee
- Backed by 67 quarters of experience and 1,000+ discovery calls
Test drive Formula 5 Discovery risk free for 30 days.
Jump behind the wheel of Formula 5 Discovery risk free for 30 days.
If for any reason you feel this program didn't deliver on what it promised, email us within 30 days of your purchase and receive a full refund, no questions asked.
You're not being asked to make your 'final' decision today.
You're being offered a chance to let Formula 5 Discovery transform how you sell within 30 days.
What do you have to lose?
Frequently Asked Questions
What if I don't like it? Or it doesn't work well for me?
If for any reason you feel this program didn't deliver on what it promised, email us within 30 days of your purchase and receive a full refund, no questions asked.
How long is the course? What if I don't have the time?
The program has a total run-time of over 4 hours.
That said, each video is anywhere from 3-10 minutes long, and is filled with tactical advice.
The outline was designed so that you can either jump to a specific section / module to get a solution to a challenge you're having instantly - or - follow the program in a linear fashion.
Either way, it's broken up to be as useful for you as possible, because becoming an elite seller shouldn't be another full time job.
How long is the course? What if I don't have the time?
The program has a total run-time of over 4 hours.
That said, each video is anywhere from 3-10 minutes long, and is filled with tactical advice.
The outline was designed so that you can either jump to a specific section / module to get a solution to a challenge you're having instantly - or - follow the program in a linear fashion.
Either way, it's broken up to be as useful for you as possible, because becoming an elite seller shouldn't be another full time job.