Real Talk with GrowGetters Episode #13 with Darleen Priday & Tom Fecteau.

As customer expectations continue to evolve and competition intensifies, building strong relationships, establishing trust, and fostering genuine empathy will be essential for driving sales and achieving long-term success.

In this episode, Darleen Priday and Tom Fecteau share valuable insights on mastering discovery calls, a crucial step in the sales process. They break down what you should focus on in a sales call and share strategies for reading the room and adjusting your sales pitch.

They also dive into the power of empathy in sales, explaining how it helps build trust and creates lasting connections with potential clients. Moreover, they explore how to assess your connection with a client and share actionable tips to implement in your next discovery call for greater success.

Darleen Priday is a sales coach and the innovative founder of DP Consults, while Tom Fecteau is a sales coach and the founder of The Sales Locksmith.

During this episode, you will learn about:

[01:53] Meet Darleen Priday

[02:28] Intro to Tom Fecteau

[04:30] Should you close a client during a discovery call?

[13:30] Are sales scripts beneficial?

[14:05] Strategies for reading the room and adjusting the sales pitch accordingly

[20:49] Why you should not use PowerPoint in a sales pitch

[22:18] The purpose of empathy in sales

[29:24] What should your focus be in a sales call?

[31:36] How to build trust with potential clients

[38:58] Assessing your connection with the client

[43:49] Connect with our guests

[44:01] Darleen Priday

• Website: https://dp-consults.com/

• LinkedIn: https://www.linkedin.com/in/darleenpriday/

[44:44] Tom Fecteau

• LinkedIn: https://www.linkedin.com/in/thomasfecteau/ (Personal)

• LinkedIn: https://www.linkedin.com/company/the-sales-locksmith/

[45:50] Tips to implement on your next discovery call

Key Takeaways:

• Closing a sale on the initial call sets you up for failure and changes the energy of the conversation. ~Darleen Priday [04:53]

• Whatever your communication style is, you should know it well enough to recognize all the subtle nuances of people. ~Tom Fecteau [15:47]

• Your communication skills in a sales conversation should align with the decision-making process. ~Tom Fecteau [17:44]

• Empathy in sales is crucial because people can sense when you are authentic and genuinely want to help them. ~Darleen Priday [22:18]

• You can have empathy and compassion without coming across as weak. ~Darleen Priday [27:45]

• In a sales call, you should focus on ensuring the customer feels understood, not how well you get them to understand you. ~Tom Fecteau [29:24]

• Client testimonials speak volumes and play a key role in building trust with potential clients. ~Darleen Priday [31:36]

• Don’t assume what a client wants; ask them what a win looks like. This will help you determine if you can truly assist them. ~Darleen Priday [48:16]

Keep In Touch with Darleen Priday:

Website: https://dp-consults.com/

LinkedIn: https://www.linkedin.com/in/darleenpriday/

Keep In Touch with Tom Fecteau:

Website: https://www.epicventuresgroup.net/

LinkedIn: https://www.linkedin.com/in/thomasfecteau/ (Personal)

: https://www.linkedin.com/company/the-sales-locksmith/

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