“A sales individuals don’t underestimate the importance and value of preparation.” – Malvina EL-Sayegh in today’s Tip 836
How do you prepare for a discovery call?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Malvina EL-Sayegh. Malvina is an experienced Training Consultant with a 10-year history of working in the Financial Services Industry. She is a sales coach and host of the #stayhuman podcast which focuses on demystifying sales. Here she is:
Malvina EL-Sayegh: How does it feel when you receive a call or people ask you questions whose answers are readily available on social media or LinkedIn or things that you are expected to already know because, well, they’re public information. For a buyer, that can be quite frustrating. The truth is all discovery calls require work before we actually jump on the call. And when we jump on a call with a potential client, you really want to be equipped with a tool kit. And what I mean here is the information and knowledge that will allow you to ask the right questions, detailed questions, situational questions that really demonstrate exactly what your prospect is going through, the challenges, potential struggles, the outcomes that they’re trying to drive, or even the business strategy and their mission statement.
Now, if we look at the world of B2B sales, knowing your prospects, role, company industry, their background information, that will allow you to have an intelligent conversation and move the conversation into further exploration.
So I want to give you or share with you five things that you should know about your prospect prior to jumping on a call.
1. What is the existing relationship? Did anyone from your company ever speak to this person in the past? And if so, what was the outcome? You want to know what worked and what didn’t work.
2. What is the company structure? Trying to determine how the company is organized to what team the person is on, who they report to and who potentially is the key decision-maker or decision-makers.
3. Company news. No major updates, changes, or press releases that are coming out about the company. This helps you build your credibility.
4. Who are the competitors? Do your research, know the industry, understand who they compete with in the market and identify if potentially any of those competitors are already your customers? This will give you great leverage when you’re finally speaking to the prospect.
5. Shared connections. We are all connected on LinkedIn. See if you share any connections with the person you will be speaking with. You can see this quite easily, obviously, on LinkedIn, and sharing mutual connections can be a great way to progress the conversation. A sales individuals don’t underestimate the importance and value of preparation.
Scott Ingram: If you’d like to listen to Malvina some more. Check out her #Stayhuman Podcast that’s available on all major podcast platforms and of course, we’ll have links for you at DailySales.Tips/836
Once you’ve checked that out, be sure to come back tomorrow for another great sales tip. Thanks for listening!