Ok here’s how the Nail beginning of a discovery call.
You can adapt this to your exact sales process.
If you want to learn why it’s so effective continue reading. If not here it is:
You can adapt this to your exact sales process.
If you want to learn why it’s so effective continue reading. If not here it is:
1) Starting with the first micro agreement and leveling the status gap
- EITHER of us can agree it’s not a good fit
- Or we BOTH agree to move to next steps
Who wouldn’t agree to this? 99% of the time you should get agreement here and it builds momentum forward
- EITHER of us can agree it’s not a good fit
- Or we BOTH agree to move to next steps
Who wouldn’t agree to this? 99% of the time you should get agreement here and it builds momentum forward
2) Future pacing the prospect by associating your product to their desired outcomes and planting the seed in their mind
- They tell you exactly what would make it worth it to work with you
This is an example of an Outcome based question from my Questioning Framework
- They tell you exactly what would make it worth it to work with you
This is an example of an Outcome based question from my Questioning Framework
This creates what I call a “Bridge” into the most important part of the call, the Q&A portion of the call where you’ll be asking these types of questions to QUALIFY if you SHOULD be spending time with the prospect
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