Ideas from books, articles & podcasts.
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 issues about your offers.
You can simply achieve this by asking specific questions.
MORE IDEAS FROM THE SAME ARTICLE
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.
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.
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The best reps ask the best questions.
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The Elevator Pitch: All You Need To Know
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