We’ve all been there, you meet the contact, you do the work to book a call, and then the call is about to happen and you freeze. What do you say? How do you say it? What happens if you’re getting all the wrong answers or giving all the wrong answers?
The guys at MaverickApp have been through it all. They’ve met with 1,000s of contacts and asked and answered all sorts of questions. Watch this video to learn how to make the most of your time and your potential client’s time too.
Q: What makes a good discovery call?
A: If you don’t know your goal, the call may be pointless. Don’t waste your time! Do your research and know what you want/need from the conversation. This is just a conversation, not the time to sell something or close a deal.
Q: How can you use the research you did?
A: Show the contact you know you can help them, you know about their business, and your honest interest in doing business with them.
Q: Number one question to ask?
A: Why did you take this call with me?
Q: What other questions should I ask?
A: Open-ended questions that lead to help you decide if they are ready to work for you. As you dig deeper to qualify the contact, you will get to know them better and be able to better frame the tools you have that will enhance their business.
Q: What’s the best question YOU were asked on a discovery call?
A: I’ve gotten a lot of dumb ones! But, the best ones are the ones that move the conversation forward, asking for deeper product knowledge. The questions asked to provide insights into the mindset of the contact.
Q: What is the best “tone” to have?
A: A tone of pure curiosity. The rest will fall into place.
Further topics covered:
- Know where your pain points are in your process and work to smooth out those steps
- Why you need to do your research
- Learn to pre-qualify your contact before you get on a sales call
- Know the obstacles that may affect your deal and ask about them
- Make sure to ask if they are the decision-maker
- Ask questions you know they will answer YES to
- Do not assume this contact is a replica of your best or worst current clients
- Tailor your questions and comments to the contact you are talking to — don’t be generic!
- The second you start selling is the second you lose the deal, your value will come out in the conversation naturally
- If you have to coerce a close, it’s not the right fit
- Use this conversation to find out the values of your product v the needs of the client
- Asking for further details is OK!
- Too much research is a waste of your time and theirs
- There’s nothing you’re gonna do with a “sales-y” attitude that will change their mind
- If you believe in what you’re saying, it will come off as honest and trustworthy
Watch this episode all about discovery calls for the full conversation and even more nuggets of goodness brought up that will level up your sales efforts. Find out how MaverickApp can work for YOU in your business with a private demo. Book today.