“It’s about making a great first impression, listening actively, and qualifying purposefully, and always be prepared.” – Meshell Baker in today’s Tip 1777
How do you make a great first impression on your discovery call?
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Meshell Baker, our favorite sales confidence igniter and authentic selling crusader. Here she is:
Meshell Baker: Hello. Today, we’re going to be talking about First Call, Lasting Impact: Master Your Discovery Calls. Now, you know it’s crucial that that first chat and interaction with a prospect will make or break your sales journey. So buckle up and get ready to transform your approach. I’m going to give you some tips, tools, and techniques.
So tip number one. The power of first impressions. We all know the saying that first impression is a lasting impression. Your discovery call is like the first date with your prospect. It’s your chance to shine and show them that you’re not just another salesperson, but a potential partner in their success. This call sets the tone for the entire relationship, so come prepared, be genuine, and show real interest in their needs. Ask thoughtful questions that demonstrate that you’ve done your homework. This isn’t just about selling, it’s about building trust and rapport from the get-go.
Tip number two. Listen more, talk less. This is that act of listening. Here is a mind-blowing fact. On average, top-performing salespeople people talk only about 43% of the time, while average sales performers talk 66% of the time. What does that tell you? The magic happens when you let your prospect do the talking. Use open-ended questions to engage them to share their pain points, their goals, and their challenges. The more they talk, the more insights you gain, and the better position you are to offer a tailored solution.
Tip number three. Qualify with purpose. I want you to understand about the qualification. Your discovery call is your best opportunity to determine if this prospect is a good fit for your solution. Also remember, qualification is a two-way street. You’re not just deciding if they’re about a fit for you. You are helping them decide if you’re right for them. Be transparent about your offering, and don’t be afraid to disqualify them if they’re not a fit. It saves both parties time and resources in the long run. Remember, know now is better than a dissatisfied customer later.
What I’m going to give you as your technique is begin to implement right now to supercharge your discovery calls. Create your own little discovery call cheat sheet. This isn’t a script, it’s a guide to help you keep on track. If it’s a piece of paper or if it’s something that you memorize, include these following things in your cheat sheet. Key questions to understand their needs, common pain points in your industry, success stories that are relevant to their situation, and a list of qualifying criteria.
Having this at your fingertips will boost your confidence and ensure you cover all the crucial points. Use it as a guide, not a crutch. The goal is to have a natural, flowing conversation with your prospect. Now, mastering the art of discovery calls will help you see your sales soar. Remember, it’s about making a great first impression, listening actively, and qualifying purposefully, and always, always be prepared. When you fail to plan, you plan to fail. So preparation is key. Now, I want you to go out. Remember, keep your mindset sharp and your sales game sharper. Have a great day selling.
Scott Ingram: For more from Meshell, just click over to DailySales.Tips/1777. Once you’ve done that, be sure to come right back for another great sales tip. Thanks for listening!