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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