BE A DISCOVERY CALL CHAMPION: Sell the Meeting, Close the Deal. A Guide for First Sales Conversations
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“Plans are useless, but planning is indispensable.”
—Dwight D. Eisenhower
This book is about ensuring that new business doesn’t slip through your
fingers—specifically, the kind of business that mirrors your best clients.
These are accounts that perfectly match your expertise, where the prospect agrees to have a discovery call, the first sales conversation. You enter that conversation expecting it to lead to a new account. But sometimes, it doesn’t.
Some prospects, who would truly benefit from your services, just aren’t impressed. Others will meet with you, express enthusiasm, promise to follow up, and then vanish. And some seem positive all the way through to the proposal stage, only to say no.
The Benefits of This Book
This book will help you prevent these scenarios by addressing:
1. Why great prospects might not appreciate your value.
2. Why you get ghosted or rejected early by high-potential prospects.
3. Why prospects say no after multiple discussions and positive feedback.
The Call
I often get anxious calls from reps saying, “I’ve been meeting with a great prospect. They’ve said nothing but positive things, but now we can’t get a response to our proposal. What can we do?”
The truth? Probably not much—because what happens early in the sales process disproportionately affects the close. It’s not about what you say or do at the end; it’s what you did in the beginning that makes the difference.
During those early interactions, you must uncover the right information and plant the seeds that lead to a yes. Your job is to guide the prospect toward a decision that’s in their best interest.
If you don’t uncover their true motivations, doubts, and
misconceptions early on, there’s no path to mutual agreement.
How Many Interactions to Close an Account?
Closing substantial accounts usually takes multiple interactions. Think about your best clients. It likely took three, five, or even more meetings to reach a final agreement.
If multiple interactions are required to close, but you don’t secure a second meeting, you won’t get a third, fourth, or fifth. Conducting a great first meeting is crucial.
If that first conversation doesn’t resonate, you’ve lost not just a prospect but all the future business that could have come from that perfect-fit account.
All because they didn’t see the value in continuing the conversation.
If you fail to close the deal, the reason typically lies in what you did—or didn’t do—early on.
It’s in those first conversations that you build credibility and trust. It’s where you uncover the real buying motivations and gather the details you need to communicate enough value to close the deal.
Plan to Win by a Nose (At Least)
Most sales are won by a small margin, not a huge one. Buyers have options, and it’s in your discovery call and early interactions that you set yourself apart, even if just by a little. You don’t need to be miles ahead of competitors or the status quo—just a nose ahead.
This book will help you plan and conduct your discovery calls in a way that not only secures the second meeting but also gathers the crucial details that position you ahead of competitors by decision time.
Say the right things, ask the right questions, and winning new accounts will feel like a natural outcome of productive, mutually beneficial conversations—rather than a hard-fought battle.
ASIN : B0DK69SJ97
Publisher : New Mark Press (November 25, 2024)
Publication date : November 25, 2024
Language : English
Simultaneous device usage : Unlimited
Text-to-Speech : Enabled
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