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…

Conversion: More 2nd and 3rd meetings that lead to mutual agreement.

Continuity: From phone call (or email) to discovery call to 2nd , 3rd meeting to agreement, there must be what feels like a natural cohesion or flow between interactions and narrowing of issues.

Credibility: There is no value to be found worthwhile without credibility. We might be “right” and the “best” choice, but without the perception of credibility, no one accepts it.

Closing: Closing is a process, not an event. Multiple interactions should result in a confirmation of understanding on major points such that “closing” feels like a normal and natural result of meaningful conversation rather than a “win.”

Achieving these goals when many prospects have the attention span of a fly and are easily distracted is not easy. A normal natural free flowing natural conversation is unlikely to meet your business goals. I would also posit that a totally natural free flowing conversation is not in the prospect’s best interest.

Reality is …

If the prospect doesn’t perceive you as credible, closing rates and revenue closing ratios will plummet.

If the prospect doesn’t relate to you their major issues and concerns, you won’t properly address them.

If the prospect has some fears and doubts that are not expressed, you can’t address them and closing plummets.

If the prospect does not fully understand the potential consequences of their problems, they are less likely to take action.

If the prospect does not have clarity about the full value you offer they are more likely to pick a competitor not as good as you.

The word “control” is an uncomfortable word for sales reps

Reality is that if the prospect controls the interaction that path is unlikely to end in an agreement. If the prospect is unaware of certain things or if important issues are not discussed, your potential next great client will not perceive the full value you bring.

So with the clock ticking and many things that could be discussed, we must exert some control over what is discussed. We want to be in control without being controlling. If the word control seems too harsh think of influencing the conversation, erecting guardrails for when the conversation goes off track, steering the exchange back to core issues when chit chat wanders.

Exert influence over what is discussed without being controlling. If we don’t, we run out of time, foundational issues are not discussed, they are less likely to see a need, never mind look forward to, the next interaction.

 

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