How to structure a discovery call with a hot sales prospect
How long does a typical first sales meeting of discovery call last? 30-60 minutes. As a rule we have certain objectives to accomplish, and we only have a certain amount of time. It is reasonable to assume that we will only have 40 minutes to accomplish our objectives. Structure and pace your first meeting to […]
Discovery call and first sales conversations – 10 tips
1. Very easy to rush through beginning phases of a sales call. 2. Very easy to talk about what we want to talk about. 3. Difference between sales efficiency vs sales effectiveness. Sales efficiency: getting in front of the right prospect at the right cost at the right cost. And spending the right amount of […]
Better B2B appointment setting guarantees nothing – without these.
How to avoid a flood of new appointments, yet no sales. Two reasons meetings you initiate require new tactics. Five things you must establish to have even a chance at collecting a check. Setting more discovery calls is often a necessary first step to new account generation. Yet sales and revenue increases may not materialize […]
You got the discovery call or first sales conversation. Now what?
Discovery call success: 14 key drivers
The aim of a discovery call is to reach mutual agreement on working together with a qualified buyer. Here are 14 discovery call concepts that are key to getting there. 1. The 2% difference gets the close. To meet buyers’ needs, we must identify their motivations and concerns to encourage action. At the end of […]
Discovery Call Formula of Success: 50/20/20/10
I used to believe in the 60/30/10 rule when it came to booking sales appointments and discovery calls. That rule stated that 60% of your prospecting success would come by hitting the right targets, 30% will come because you have the right message and 10% will come from all other reasons combined. With the benefit […]
Discovery calls and first sales conversations: A guide to run them
There is a first substantive interaction with every multi-step sales process. Whether you label it a first sales meeting, discovery call or demo, the first interaction may be the biggest influence on whether you close a deal or not. That’s right; it’s not the magic words you try to come up with when a deal […]
Four C’s of Discovery Call Success
“Closing” should feel like a normal and natural result of meaningful conversation rather than a “win.” To capture money in motion we need to initiate and maintain a conversation in motion. We must engage in a balancing act. Our objectives for the discovery call or first sales conversation is to conduct the colloquy for greater… […]
Sales authenticity vs. being salesy: What is best for buyers?
What does being authentic in selling mean? Does it mean never being overbearing, overly aggressive, or manipulative in sales situations? I think so. Does it mean having a 100% comfy conversation from the word “Hello?” I think not. Think of a doctor that knows a child is going to feel a bit of pain or […]
Qualified prospect won’t respond to your proposal – What to do?
I frequently get anxious calls from reps that say “I have been meeting with a great prospect. They have had nothing but positive things to say every time we talk but we can’t get a response to our proposal. What can we do?” The answer, probably not much. Why? Because the early stages of your […]