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 |
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Active listening: Be present and understand whats being communicated |
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Empathy: Show you care |
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Deliver the meeting through conversation |
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Business Conversation
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Understanding goals whilst building credibility as a partner | Ability to uncover business goals; What challenges are they needing to solve and why now |
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Discover how the prospect quantifies success |
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Understand the customers needs from the solution |
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Demonstrate how we have helped customers in similar positions |
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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) |
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Match solution with customer goals |
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Discuss solution with enthusiasm |
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Demonstrate competitor knowledge and highlight differences |
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Close |
Building path for buyers decision making process | Ability to uncover and address customer concerns |
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Ballpark pricing only if required |
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Understand timescales for decision and implementation |
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Understanding of prospects buying process; steps and team involved |
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Gaining commitment on next steps |
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