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Stage 2: Qualifying The Prospect
I firmly believe that this phase is crucial in the discovery call because if you make a wrong judgment here, you might end up with the short end of the stick.
So in this stage, be attentive and listen carefully to every interaction.
Try to ask questions that will help you determine whether or not you are a good fit to work with the prospect.
- Tell me more about the project.
- Have you ever hired someone in the past to work on this project?
- What are the main problems you are facing currently?
- What’s going to be your biggest priority in this project?
- What does success look like to you for this project?
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MORE IDEAS ON THIS
The Discovery Call
It’s tough!
That’s the painted picture of a discovery call. But in reality, they are not as hard as they are made out to be.
The goal behind every discovery call is the same: to find out if the prospect is best suited to work with, learn more about them, and sell them your offer.
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Stage 1: Introduction and Get Personal with the Prospect
Here, you introduce yourself and get to know your prospect on a personal level by asking specific questions that will get the prospect to open up and share more information that will help you.
- Examples of a few questions:
- How have you been?
- What are some big wins you ha...
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Stage 3: Present Your Solution, Your Offer
Once you get a good grasp of the project, you are ready to present your solution to them.
Here it would help if you tried to cover a few key things to make your offer awesome.
- What are you offering as a solution?
- How is it going to solve their problem?
- How the sol...
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Stage 4: Get Them Talking Now
At this point, you have shared the complete picture of how you will help them and how it will be beneficial for them. The only thing left to do is get the prospect talking about the doubts, issues, or fears.
Ask questions or make it easier for the pros[ect to talk about their doubts and iss...
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Step 5: Let’s Talk About The Money
Based on all four stages of the call, you might already have an idea about the potential budget of the prospect.
All you need to do is present your offer with the cost you have thought about or the package you have.
Try to share the following details:
- Your ...
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CURATED FROM
IDEAS CURATED BY
I've been using this discovery call layout for the past 9 years, and it seems to always work for me.
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The 3 Categories Of Activity
- Front Stage. The tasks for which you’re hired and paid. The key functions, primary deliverables, the line items on your performance review. If it delivers the results for which your boss and/or customers are paying you, that’s Front Stage work.
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