The Importance of Taking Ownership of Your Process

Section 1 - Agenda: Have a plan &amp; share it. Call out surprises before they, ya know, surprise you.
Section 2 - Set the Table: Teach your customer something they don’t know, and you’ll gain credibility in their eyes.
Section 3 - Dig In: Don’t just ask qualification questions. Understand their challenges today and the impact those are having on their business. Ask questions about areas the prospect might not have considered, but you know you can add extra value too.
Section 4 - Dessert: Tell them what’s good and recommend they give it a try: i.e. tell them what the next step is and secure it at the end of the call.

Sarah Brazier: Take control of the conversation by setting the tone. Remember that you're a problem solver, not a feature pusher. Ask about their process and who else is involved in the decision-making process. Tell them what the next step is and secure it at the end of the call. If you like this and you want more, Nick and I will be doing a discovery call tear down.

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