Below you’ll find an example of a Disco/ Demo template.
Disco/Demo Coaching Framework:
Module |
Goal |
Coaching Area |
Coaching Notes |
Relationship Building |
Building meaningful connection |
Connect on a personal level |
|
Active listening: Be present and understand whats being communicated |
|||
Empathy: Show you care |
|||
Deliver the meeting through conversation |
|||
Business Conversation |
Understanding goals whilst building credibility as a partner |
Ability to uncover business goals; What challenges are they needing to solve and why now |
|
Discover how the prospect quantifies success |
|||
Understand the customers needs from the solution |
|||
Demonstrate how we have helped customers in similar positions |
|||
Demo |
Paint the picture of how your prospect will benefit from our solution |
Why us positioning: The prospect believes our USPs are ‘must haves’ for success (Label key USPs here) |
|
Match solution with customer goals |
|||
Discuss solution with enthusiasm |
|||
Demonstrate competitor knowledge and highlight differences |
|||
Close |
Building path for buyers decision making process |
Ability to uncover and address customer concerns |
|
Ballpark pricing only if required |
|||
Understand timescales for decision and implementation |
|||
Understanding of prospects buying process; steps and team involved |
|||
Gaining commitment on next steps |
Other useful links: