The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

Discovery calls can be just as nerve-wracking as cold calls. What if something goes wrong and makes the deal collapse?In this episode, I’m going to tell you how to keep that from happening. Fixing this one mistake will ensure every discovery call goes smoothly.What Sales Mistake Did I Make?During one of my discovery calls, I made a simple mistake: assuming that everything would go well. I thought it was going to be so easy to close the deal that I forgot to make sure all the right people attended the meeting with me.The deal didn’t move through the pipeline, all because I assumed that the person I was meeting with had all the control over closing it.How to Fix the Sales Mistake?Here’s what I learned from this sales mistake: instead of guessing that the person I’m meeting with is going to bring the right people along, I let them know upfront.As a consultant, it’s my moral obligation in the discovery call to paint the picture of what needs to happen.Typically, I’ll let them know I need these three people on the