Having a discovery call is the sales step to hook the potential client and turn them into a full time client. However, it does take a certain finesse to close the sale!
There are certain steps to try for success such as…
1 Pre-strategize and role play: Practice your discovery calls to listen back. Try to pick up on negative language or phrases that you may want to drop from your calls.
2 Record your discovery calls: Recording your calls provides the perfect opportunity to revisit every word and emotion in the conversation. Not to mention the ability to coach ourselves to better results!
3 Set the agenda and get prospects to buy: Too often reps jump straight into their discovery call with an interrogation of questions. This discussion should be an opportunity to discover, learn, and build value.
4 Ask questions: Relevant and meaningful questions are key to the success of finding out more about the prospects’ situation, but crucially their compelling reason as to why they want your service.
5 Tell a story: People want to hear how similar personas have shared challenges and experiences that they can resonate with.
6 Work the close: The aim is to summarize the specific areas in which you feel your services will be of value to them and their business. Basically, how you will help?
How have your discovery calls been working for you? What’s your close rate? Will you need some virtual help? If yes, then please feel free to contact us by clicking right HERE. We have assistants that can handle the calls for you. In the meantime, please feel free to like us on FACEBOOK, then go and follow us on TWITTER and INSTAGRAM as well.