Podcast episode
Sell Playbook (Part 2): How to Structure an Effective Discovery Call (Nick & Armand)
30 Minutes to President's Club4 Jun 202427 min
Description
FOUR ACTIONABLE SALES TAKEAWAYS Do 90 seconds of rapport building, launch off with a business related question that highlights you've done some research Set a PPO agenda, coving the purpose, plan, and outcomes of the call Ask the prospect why they took the call, if they don't give you a good answer offer them a high-level overview to anchor their expectations At the end of the call run the 5-minute drill which includes 3-questions, do you want to buy? When do you want to buy? How do you buy? RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Early access to The Book on Cold Calling 30MPC Training: 30mpc.com/training
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you need to establish yourself as someone who has done some business related research on them or their business. And so what I will do is I will comment on things that I found in my research. I sell sponsorships for 30 MPC. And so I'll comment on things related to what my product helps with. “I'll say, hey, I saw you just threw a big webinar or, hey, I saw you had a big product launch.” But when I saw law firm billing technology, I would comment on things like, hey, I saw you opened a new office. You all must be growing. You must be hiring attorneys. And what you do here is you start to establish yourself as someone who is worthwhile and on their level, not a salesperson who is going to linger in pleasantries.
Should we continue doing this work or might that be a waste of time for all of us? Now there's a couple of different directions we're going to go based on their response. Let's talk about those. Now there are a few different ways that this thing can go. “Number one is they say, yeah, I agree that there's a problem we're solving.” Awesome. Now you move to question two, when do you want to buy? The second situation is they might not validate the problem. They might say, yeah, I'd like to see a deeper dive demo. At which point you actually need to redirect and confirm that they don't just want to see a demo.
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