Learn more about marketingandsales with this collection
How to analyze churn data and make data-driven decisions
The importance of customer feedback
How to improve customer experience
The Perfect Discovery Call
- Preparation. Do research on the person you’ll be speaking with.
- Strong opener to set the tone: The best start to a sales call accomplishes three things: sets the expectations of what will be accomplished and the time allotted to meet.
- Confirm the Agenda, Ask about their Goals. This helps the customer realize this is going to be a 2-way conversation, and help the customer feel like they’re in control.
- Diagnose before Prescribing: SPIC: Ask them questions to understand their Situation first — then lead into questions that help clarify their Pain, and desired Impact.
- Prescription and Wrap.
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3rd Party Reference
Share a relevant use-case or customer story that pertains to the situation and pain you just summarized.
The key is making sure your use case is relevant, and matches to a pain they are currently facing that you just identified. Know customer stories that you can share through a story.
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Questions are fundamental to the selling process
Where many salespeople fail is listening to the response of their question. If you’re too focused on what you’re going to ask next, you aren’t having a conversation, you’re running through a checklist.
Customers don’t care about features! They care about figuring ou...
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Good Customer Discovery Questions
Customer Discovery questions are open-ended & nonspecific. You are letting the customer lead the conversation & tell you about their struggle. Example questions:
- Tell me how you currently do _____________________.
- How is that proc...
1. Ask open-ended questions
Whena customer asks for help it's always a good idea to ask open-ended questions because usually when the customer calls their first thought may be just the tip of the iceberg.
Set Expectations From The Beginning
Whether you’re speaking up in a team meeting or you’re conducting a presentation, it’s important to be clear that you'll need to get all of your ideas out there before opening the floor to questions and contributions.
This sets the tone right from the get-go that you’re aiming to share you...
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