#136 - The Don't Get Ghosted Playbook
30 Minutes to President's Club | No-Nonsense Sales
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Getting the Most Out of Your Prospects in a Discovery Call
Set a very clear and succinct upfront contract or agenda at the beginning of every single meeting. Don't interrogate your prospect just because you are not showing software does not mean that you don't give them anything. As you get to a pain point make sure you recap the pain point tell a story of how you have solved that pain point for another customer. When you sense there is trouble or hesitation call it out, Nick says. The golden rule of sales is if you feel like there is a hesitation coming from the prospect it's your responsibility to call it out in a respectful way.
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