The Salesman.com Podcast How to Run a Sales Discovery Call (80% Close Rate)
Aug 7, 2024
Unlock the secrets to conducting remarkable sales discovery calls. Learn how to build rapport with prospects and uncover their true needs. Master techniques for transitioning discussions smoothly to highlight pain points. Equip yourself with strategies that position you as a trusted consultant, ultimately boosting your closing success to an impressive 80%.
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Lead With Genuine Curiosity
- Show genuine curiosity early to avoid sounding pushy; demonstrate care about where the prospect wants to go.
- Ask questions that make the buyer feel heard and reduce their defensive shield.
Frame The Call Upfront
- Transition from small talk by framing the call: explain you'll ask questions, check fit, then present your solution.
- Ask "Does that sound good?" to set expectations, build trust, and position yourself as the expert.
Sales Require A Visible Gap
- A sale exists only when there's a gap between current and desired states.
- Your job is to diagnose that gap precisely and prescribe a way to close it.