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
How Do You Start to Weave in How to Help People in a Discovery Call?
The fastest track to the bottom line in a discovery call is if someone says, I want this, you just ask what prompted that need. And they will almost always answer with a story in return. When you get that opener and 80, 85% of the time, you get that person who gives you a stream of consciousness, right? They talk. You would say, number one, don't interrupt. Let them go. A lot of times they'll apologize, which is great. But how do we start to tie these threads together? Whatever they gave you in that stream of consciousness,. We probably pulled out two, three, nine challenges that they have that we can solve for. Think
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