Find My Catalyst Podcast What Does Good Discovery Look Like - 213
In this episode, Mike and Jody discuss the importance of a good first customer interaction and discovery call/meeting.
Questions Answered:
- What should the first customer interaction look like?
- What is involved in discovery?
- Why do you want to find out more about the person?
- How does knowing the person better help you with the sale you are trying to make?
- What else do we need to know about the first interaction?
Key Takeaways:
- Ask questions.
- Do research - can be from public or private sources (asking questions.)
- Deliver the information you have in the context of what is important to the customer
- It’s important to know the person because they are going to either influence or make the decision.
- Asking questions and getting to know them helps them realize I am a human being and not someone just trying to sell something.
- Asking if they have any questions for you will let you know how engaged they are in the conversation.
- You can refer back to what these first questions revealed in future discussions. Builds a personal relationship.
- Be prepared to do a demo if necessary
Show Links:
Work With Catalyst Sale:
-
Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com
-
Invest in a Catalyst Sale course - self directed
-
Hire us as a consultant/advisor within your team or organization
Purchase Demystify Sales, A Catalyst Sale Course here
Interested in working with us? Visit https://catalystsale.com and chat with us, or contact us via Twitter or LinkedIn.
Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.
This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.