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

Discovery calls are thought to be a challenging element for almost any salesperson. But what if we were to tell you there’s a way to see more success with them? In today’s episode of The Sales Evangelist, Donald is joined by the founder of 7th Level Jeremy Miner to discuss discovery call techniques that don’t scare away your prospect (because we don’t want that, trust me.) What makes a bad discovery? Sellers are taught the selling “ABC’s - Always Be Closing. But with today’s cautious buyers, this strategy doesn’t always come across well. To be great at sales, skip the C and learn the ABD’s of selling - Always Be Disarming. What triggers a prospect to buy or not to buy? Salespeople trigger behaviors by what they’re asking (and, more importantly, what they aren’t asking.) Salespeople frequently come across as too enthusiastic, talking about their solution too early in the conversation.  While you should be excited about what you sell, it shouldn’t be the point that it comes across as fake. Keep the joy inter