Podcast episode
Mastering conversational discovery to drive your sales process (Michelle Pietsch, VP of Revenue @ Dooly)
30 Minutes to President's Club5 Jan 202226 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use humbling disclaimers to level with the prospect to establish next steps. Ask about the buying process AFTER you get to the “aha” moment in discovery. Figure out the “why” when a signing deadline is missed - then determine next steps. Avoid leading questions which do the opposite of building rapport. PATH TO PRESIDENT’S CLUB VP of Revenue @ Dooly RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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We start every single episode with your top three actionable takeaways, so let's get your three. Number one, don't go into a call blind. Make sure you know where you're walking into. Know your prospects, industry, the company, and focus on two to three pain points that you can potentially solve prior to getting on the call with them. Beautiful. What's number two, Michelle? Prospecting. “When you're prospecting, you always want to customize your messaging.” So do your research, understand who you're reaching out to, potentially go to their Twitter if they have one, and find an example that you could make your messaging applicable to them, and then tailor your messaging that ties back to your solution and something that is exciting to them. Very nice. Round us out, Michelle. Number three, don't be afraid to ask the hard questions.
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