What Top Sales Performers Do on First Meetings and Discovery Calls

Plan questions rather than presentations.

They focus on larger strategic sales rather than quick hits.

Have different strategies for different competitors.

Get quickly to business rather than spend time on small talk.

Ask questions with impact rather than unfocused questions unrelated to result sought.

Hold back from giving service details and features too early.

Do not talk about capabilities unless important to the prospect.

Do not simply give a capability dump

Always ask for the next meeting.

 

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