It’s much harder to close if you don’t ask smart questions early in the sales process. But before you make that discovery call, you need to do some homework.
The success of a sales call is almost completely determined by the quality of the research you conduct before you even pick up the phone. According to an article on SellingPower by Jim Cathcart and Tony Alessandra, here are a few things you need to look into for every call.
Calls are the most direct way to reach a prospect. And, even if you get sent to voicemail, you know your message will be heard. But, just like everything in sales, though, there is an art to the phone call.
Have you ever tried to be a little provocative in your initial sales call? It could make a difference. The same is true for the little known trick to keep the call going. Read on to find out what it is.