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

Discovery calls aren’t just the first part of the process - they’re where the close begins. In today’s episode of The Sales Evangelist, Donald will dive into seven common mistakes salespeople make when making discovery calls (and, more importantly, how you can fix them.)  Stop the lackluster pre-call prep. We know back-to-back zoom meetings can be tiring. But from the prospect’s perspective, you have just one meeting. So come prepared! It’s not just a discovery for you; it’s a discovery for the prospect to see if they’re interested in working with you. Consider creating an agenda for the prospect to review before the meeting to ensure everyone gets what they want out of it. Don’t ask what you should already know. Call the company ahead, speak to end-users, and get helpful information. Entering the discovery call with the intel you need will set you apart as a salesperson and demonstrate the qualities you want to convey. Talk less Salespeople should not be taking more than 40% of the time. Instead,