The blueprint – Fail to prepare, prepare to fail
Determining what you’re looking for from a discovery call before going into it is the key to success. But how do you get the desired outcome? This workshop offers a map to this outcome and provides you with a framework to achieve it. It guarantees you’ll either disqualify a prospect quickly or push them through a funnel that reduces your sales cycle by as much as 33%.
Reading the prospect – Learning how to hear what isn’t being said
Knowing how to read between the lines with a prospect is arguably one of the most valuable skills a salesperson can have. Many people believe this can’t be taught, but we beg to differ. Our framework pushes the prospect down paths based on their responses and gives an inexperienced seller the intuition of a seasoned industry veteran.
Next steps – Know what needs to happen between the first call and a signed contract
One of the most common mistakes made on a discovery call is not knowing the steps to convert the customer. We will share with you our airtight strategy for getting a 3D view of what those steps look like, straight from the prospect themselves.