Sales Discovery Calls And Qualifying Questions ProfitSchool podcast

Sales Discovery Calls and Qualifying Questions

1M ago 32:04

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Welcome back to Business Unfiltered with Mercer and Jeff Sauer today's topic is Sales Discovery Calls and Qualifying Questions.

Topics Covered In This Episode

Introduction to Sales Discovery Calls and Qualifying Questions: Jeff Sauer and Mercer explore the distinct yet interconnected roles of sales discovery calls and qualifying questions, focusing on their importance in business-to-business and high-ticket sales.
Understanding Sales Discovery Calls: Jeff elaborates on making sales calls conversational rather than interrogative, sharing strategies such as asking prospects about their business or problems.
Utilizing Discovery Calls in Measurement Management: Discovery calls help understand a prospect's current situation, technology stack, and problems, ensuring that the provided solution aligns with their specific needs.
Difference Between Discovery Calls and Pitches: Differentiating discovery calls from pitches, which aim to align solutions with identified needs. Mercer highlights building a bridge to aid prospects, even if it involves referring them elsewhere.
Qualifying Questions for Identifying Bad Customers: Mercer and Jeff share how qualifying questions, such as past problem-solving attempts and investment mentality, help identify prospects' readiness and suitability for the service.
Key Qualifying Questions: Budget, Timeline, Sophistication, and Participation: Jeff outlines the importance of determining a prospect’s budget, timeline, sophistication, and participation to ensure they are a good match, thereby protecting the service quality.

75 episodes

Welcome back to Business Unfiltered with Mercer and Jeff Sauer today's topic is Sales Discovery Calls and Qualifying Questions.

Topics Covered In This Episode

Introduction to Sales Discovery Calls and Qualifying Questions: Jeff Sauer and Mercer explore the distinct yet interconnected roles of sales discovery calls and qualifying questions, focusing on their importance in business-to-business and high-ticket sales.
Understanding Sales Discovery Calls: Jeff elaborates on making sales calls conversational rather than interrogative, sharing strategies such as asking prospects about their business or problems.
Utilizing Discovery Calls in Measurement Management: Discovery calls help understand a prospect's current situation, technology stack, and problems, ensuring that the provided solution aligns with their specific needs.
Difference Between Discovery Calls and Pitches: Differentiating discovery calls from pitches, which aim to align solutions with identified needs. Mercer highlights building a bridge to aid prospects, even if it involves referring them elsewhere.
Qualifying Questions for Identifying Bad Customers: Mercer and Jeff share how qualifying questions, such as past problem-solving attempts and investment mentality, help identify prospects' readiness and suitability for the service.
Key Qualifying Questions: Budget, Timeline, Sophistication, and Participation: Jeff outlines the importance of determining a prospect’s budget, timeline, sophistication, and participation to ensure they are a good match, thereby protecting the service quality.

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Sales Discovery Calls and Qualifying Questions