Closing calls are sexy. They’re the calls where a deal gets moved across the line, contracts get signed, and you earn your commission checks.
But closing calls are a bit of a fait accompli. Depending on who you sell to and what you sell, you could have already spent 10 to 20 hours with your prospect. You should have a good idea of whether the deal will close and for how much.
What is a discovery call?
In many cases, the discovery call — the first call after connecting with a prospect — is actually the most important in the sales process. It sets the tone for the entire relationship, both pre- and post-sale. Either you’ll be able to establish an authoritative relationship or you’ll be stuck playing catch up (learn how to avoid those discovery call mistakes...