From the course: Sales Discovery
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Learn about your leads
The name of this video is very simple. Learn about them. It's not close the sale, make the presentation or overcome objections. I could've titled this ask questions, don't talk, just listen. Those aren't easy things for salespeople to do because we love to talk. However, uncovering the business practices, pain points, and needs of your potential prospect is what this is all about and the primary purpose of the sales discovery call. To learn about their issues and problems, you have to be able to ask questions that generate a response of substance and find the root cause of their situation. Questions that illicit yes or no answers don't help you at all. So the journalistic who, what, where, when, how and why is the right approach. However, it's important to maintain a casual, engaged conversation and not make this feel like a legal inquiry. Every company trains their salespeople with a few must ask questions and…
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