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Stage 2: Qualifying The Prospect

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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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.

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.

Based on all four stages of the call, you might already have an idea about the potential budget of the prospect.

It’s tough!

Once you get a good grasp of the project, you are ready to present your solution to them.

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