I provided this FREE 40 minute training to my Facebook group: Your Sales Cheerleader – Sales 101 for Women Entrepreneurs. When you are looking to develop and grow your sales skills, that group is the place to start. I share daily tips and tricks in an exceptionally supportive atmosphere full of women who have launched their own business!
If you are a visual learner, watch this recorded training! Otherwise, read away!!! 🙂
You didn’t launch a business because you love selling. I get it. I’m here to help make that necessary evil (I say opportunity) easier for you!
Click image above to download my free companion agenda. A detailed workbook to guide you through each and every single discovery call! Supercharge that revenue, girl!!
Discovery calls are a beautiful and earned opportunity. Your prospect is choosing to gift you an hour of their time in order to learn about your business. It’s important to set your intention to understand that and be respectful of your prospect’s time in order to build their know, like & trust factor.
Discovery sales calls are also a result of your hard work in marketing and advertising.
So, don’t waste this precious opportunity! Take your time to study, plan, and develop a strategy for success.
Before I share my 10 Step Sales Process, here are the most common mistakes I see.
- Last-minute chaos – One of my pet peeves is when I hop on a call with someone I need to hire to help me and the first thing I see is the back of their head, a wagging finger, and a “bear with me a minute.” This immediately turns me off as it shows the other party does not respect my time. Your customer’s time is a valuable commodity and you must show that you respect it.
- Arrogance – You get to choose the sales style that works best for you, arrogance is not on my list. I want to build relationships with my prospective clients and I focus on sharing value and being kind.
- Lack of Focus – Your prospect deserves 100% of your attention while they are gifting you their time. Stay honed in and actively listening throughout your entire call. I have built a “Pre-Call” routine that includes me dancing to my favorite song to ensure I have maximum energy and attention for my prospect. (No, I am not kidding! :))
Now, let’s dive into my proven Ten Step Sales Discovery Call Process so that you can learn to close more business!
1. Pre-sales call prep
A spectacular sales discovery call launches with a personal connection. Check out your prospect’s Instagram or Facebook profile. It’s such a quick way to find something in common that can launch a friendly and comfortable introduction. Depending on what your offer or product is, you could also look at their website. Just spend a few moments getting to know what you can about your prospect.
2. Set Expectations
If you watch the YouTube video above, you’ll notice that I shared a brief agenda with my attendees. There are many reasons for this but one is comfortability. I like to set clear expectations so that my prospects can settle in and be more comfortable (again, building the know/like/trust factor).
3. Information Gathering
I like to call this section “Gathering Your Gold.” You must clearly understand exactly what transformation your prospective customer is looking for in order to have a successful discovery call.
Listen intently. Take notes. Get crystal clear on what they are struggling with. That is your ONLY priority during this part of the agenda. No pitching allowed!!
Next, validate what you heard from your prospect. Phrases like:
“I heard you say your biggest challenge is XYZ. Is that accurate?”
“So, if I could find you a solution to XYZ, that would be valuable to you?”
or, “Am I right to assume you XYZ?”
Let your prospect know you heard them.
5. Social Proof
Here, you implement a storytelling sales strategy into your call. What story can you share of a similar issue you have helped a customer through? How can you connect what you have done in your past to provide social proof to your prospect that you can help them?
Stats. Figures. Quotes. References.
Collect all the things so that you are ready!
6. Keep Your Sales Packages Simple
Stop selling 7 options. YOU are the subject matter expert in your field of expertise. Your prospect is on a call with YOU because they want YOU to recommend a solution for them. Stop giving them 10 options. Start leading with the offer you believe will solve their problem.
7. Open for Questions
This is the most dreaded section for most sellers. Here’s where the objections come in. I call this the opportunity section. My prospect is going to tell me exactly the hesitations they have. Then, the ownership is on me to be able to articulate how they can overcome those.
The most common objections are money and time related.
Think about your product or service and anticipate what objections may come. Then prepare draft rebuttals for all 0f them. That time investment will pay off by helping you look more confident and competent in the sales process.
8. Address Objections
The most common objections are money and time related.
Think about your product or service and anticipate what objections may come. Then, prepare draft rebuttals for all 0f them. That time investment will pay off by helping you look more confident and competent in the sales process. Whatever curveball you are thrown, you will have a plan!
9. Close the Sales Call
I will write an entire series about closing strategies. For the purpose of this discovery call tutorial, I will encourage you to leave with an action plan. Whether that’s a follow-up call, a timed offer (think discount), or another specific action you both want to leave the call with agreed-upon activities to meet again.
10. REMINDER TO SMILE ALL THE WAY THROUGH!
Yes, your smile does make a sound. Prospects can hear if you are happy to be speaking with them. Let them know you value them and be intentional about that smile.
There you have it! My 10 simple steps to master in order to close more business and MAKE MORE MONEY!!!
Does this give you more confidence to tackle your next sales call? Do you have any practices that I missed? Want me to expand more on any of the topics above? Let me know in the comments! I read and treasure every single one!
If you would like a little extra assistance, download my free companion workbook. It’s a step-by-step call agenda to keep you on track and showcase your skills to your potential clients!
If you like my training style, join the waitlist for my upcoming Sales 101 Bootcamp!