Many reps make this mistake on discovery calls:
They talk TOO MUCH.
And they don’t ask enough of the right questions.
The key is knowing the “ABC’s” to proper discovery calls.
Here’s a simple framework for a solid discovery:
A.B.C.D.E.F.G. – It’s literally the ABC’s 😃
A – Ambitions: What does the prospect DESIRE?
B – Buying Influences: Who’s all involved and INFLUENCES the decision? Identify ALL the who’s and their ABC’s!
C – Challenges: What are the problems/pains/challenges?
D – Details: What specific things do they need? (Ex: specs)
E – External Objections: What external things can hold you back from closing? (Ex: competitors, unstable economy)
F – Funds: What funds do they have? NOT budget. Funds means they can ADD to the budget.
G – Goals: What are their overall goals and how does your solution get them there faster or better?
When you spend 90% of the call asking AND listening..
Now you’re armed with the intel to progress the deal forward.
So ask the right questions.
Know your ABC’s.
And you’ll close more.
Do you agree?
#sellmoresellbetter #sales #saleslife