30 Minutes to President's Club | No-Nonsense Sales Why Most Salespeople Fail at Discovery Calls (And How To Fix It) | Mark Nietzel | Ep. 277 (Sell)
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Jan 7, 2025 Mark Neitzel, Commercial Sales Manager at Procore Technologies, shares crucial insights into successful discovery calls. He emphasizes the importance of setting clear agendas and anchoring conversations to outcomes. By encouraging curiosity, salespeople can uncover additional pain points before diving into demos. Mark advocates for straightforward communication about goals, particularly in challenging scenarios. His strategies prioritize trust and engagement, aiming to help salespeople avoid common pitfalls and foster genuine connections with prospects.
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Crystal Clear Outcomes
- Set a clear, concise, and mutually agreed-upon outcome for every sales call.
- Tailor the outcome to the specific context of each deal, whether it's inbound, enterprise, or closing stage.
Casual Value Selling
- Practice "casual value selling" by calculating ROI on the fly with prospects.
- Use real-time estimates and relate them to their specific business, like quantifying the cost of inefficiencies.
Talking Shop
- When discussing business, be transparent about your role as a salesperson.
- Own your bias but emphasize your product's value, building trust and credibility.