125 (Sell): Active listening to loosen up your discovery calls and first dates (Samantha McKenna, Founder @ #samsales Consulting)
30 Minutes to President's Club | No-Nonsense Sales
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How Much Should I Be Talking About in the Beginning?
Only five to seven percent of sellers pull that research or that perspective into the first part of the call. The amount of calls that I've seen where someone shows up with the same exact questions every single time is ridiculous. Buyers are attuned to this and if you wait for 20 minutes into the call to show someone that you've done some research, they're already like, all right, here we go.
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