Sales Discovery Calls and Qualifying Questions

Welcome back to Business Unfiltered with Mercer and Jeff Sauer today's topic is Sales Discovery Calls and Qualifying Questions.

Topics Covered In This Episode

• Introduction to Sales Discovery Calls and Qualifying Questions: Jeff Sauer and Mercer explore the distinct yet interconnected roles of sales discovery calls and qualifying questions, focusing on their importance in business-to-business and high-ticket sales.

• Understanding Sales Discovery Calls: Jeff elaborates on making sales calls conversational rather than interrogative, sharing strategies such as asking prospects about their business or problems.

• Utilizing Discovery Calls in Measurement Management: Discovery calls help understand a prospect's current situation, technology stack, and problems, ensuring that the provided solution aligns with their specific needs.

• Difference Between Discovery Calls and Pitches: Differentiating discovery calls from pitches, which aim to align solutions with identified needs. Mercer highlights building a bridge to aid prospects, even if it involves referring them elsewhere.

• Qualifying Questions for Identifying Bad Customers: Mercer and Jeff share how qualifying questions, such as past problem-solving attempts and investment mentality, help identify prospects' readiness and suitability for the service.

• Key Qualifying Questions: Budget, Timeline, Sophistication, and Participation: Jeff outlines the importance of determining a prospect’s budget, timeline, sophistication, and participation to ensure they are a good match, thereby protecting the service quality.