Discovery Call
Discovery Call Transcript
[00:00:00] Sarah Noel Block: Discovery calls. Now that you have converted a lead to a prospect, they might have gone to your discovery call page and submitted. Okay, I'm ready to have a sales conversation. We have moved through the funnel and we're ready for that sales conversation. So what do you need to know for that perfect discovery?
[00:00:26] Sarah Noel Block: One, keep the discovery call super client-centric. Let them do all the talking. You need to know what it is that is really keeping them up at night. And you need to be a partner, a consultant for them. So consider these discovery calls, like a consultation. You need to understand them, hear them, and.
[00:00:48] Sarah Noel Block: Strategically solve their problem. Understand you're not solving their problem on the call, but you're understanding what a possible solution is. You need to be able to identify that. [00:01:00] Because you want your prospect to be the one making all the chatter, you wanna ask them questions like, what challenges are you experiencing right now?
[00:01:15] Sarah Noel Block: This will help you identify what problem they actually need solved. What would success look like? What are you doing right now or in the past if they're doing nothing right now to alleviate these challenges? And what results did you see from those efforts? This will help you identify what not to suggest, because if they've already tried so.
[00:01:39] Sarah Noel Block: and it didn't work, and then you suggest it, you automatically allude your lose. Cred. Cred. So definitely ask this question, what are your goals? So something that you need to understand is oftentimes clients don't know. [00:02:00] What the issue is, they just know something's not right or they are seeing the results of the problem, but they haven't really identified what the actual problem is, or they have identified what the problem is, but they're not sure what the solution is.
[00:02:17]Sarah Noel Block: That's why they're coming to you. They need you to be the strategic partner. They need you to identify what the issue is and how it can be solved. So that's your job. You are a partner and you need to understand that you don't, they don't hire yes men. They hire people who are smarter than them.
