If you’ve been in sales for a while, you may already know that the discovery call — meaning the one that occurs after your initial contact with a prospect — is often the most critical step in the sales process. While you make your first impression on a prospect during the introductory call, it’s during the discovery call that you’ll set the stage for the relationship you’ll share with your prospect.
Discovery calls are critical because they give you the chance to get a full understanding of your prospect’s current situation. Just as importantly, a discovery call gives you the opportunity to demonstrate that you understand your prospect’s situation and you’re capable of making a professional determination about how your goods or services can help your prospect solve a problem.
Finally, a discovery call enables your prospect to get to know you, your company and your products or services and develop at least a rudimentary idea of how what you’re selling can improve their current situation.
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While a lot can happen during a discovery call, a lot can also go wrong if you don’t ask the right questions. To get the call going in the right direction, here are some questions to ask on every sales call:
Just as asking the right questions is important during a sales call, avoiding certain questions is equally important. Here are a few questions to avoid on a sales call:
While knowing questions you should and shouldn’t ask during a sales call is important for you to be successful, it’s just as vital that you have a high-quality list of sales leads. It won’t matter what questions you ask or avoid if the data on your list is inaccurate or it relates to a market other than your target market, after all. For high-quality, targeted lists, contact TelephoneLists.Biz now.