#289 S2 Episode 158 - How to Structure Your Discovery Calls

Don’t mix up two things if they are not meant to be.

Collin Mitchell shares his personal experience today in Sales Transformation and explains why it is not good to combine discovery and a demo in just one call. Collin will be giving us some tips on how we can properly structure a good discovery call in a way that the prospect understands and will not be overwhelmed and rushed.

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HIGHLIGHTS

• Running a solid discovery
• How to structure a good discovery
• Never combine discovery with a demo

QUOTES

Collin: "I'm a big believer that your discovery and your demo should be two separate calls.”

Collin: "The problem with running a discovery and then going straight into a demo, is you just don't have enough time to process the information.”

Collin: "Tell them what the next steps are, what the process looks like, and then understand what their process looks like people are telling you that you need to adapt your selling process to the buying process.”

Collin: "You just can't process things fast enough to run a good demo if you combine it with a discovery and a lot can go wrong if you try to do that.”

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