To speed prospects along, you might be tempted to cut a few corners during discovery. Don’t do it.
The sales cycle is a marathon, not a sprint. From that first cold call to the fresh ink of a signed contract, there are hundreds of variables at play, which means potential problems loom around every corner.
Would you like your sale reps’ demos to drive 50% conversion rates? Of course.
Has your close rate been lower than you’d like lately? It’s easy to blame the problem on the poor quality of customers who are walking through your front door.
How much of your product or service do you think clients and prospects really care about? Often, reps spend too much time talking about every single feature of what they’re selling, wasting both their and the prospect’s time.
I was psyched. My goal? To set up a meeting with the SVP of Sales at a targeted software company.
There are several make-or-break points during that first discovery call to a potential client. First, you have to know who you’re calling so you’re sure you’re talking to a decision maker who can potentially benefit from your products or services. The second, and most important, are the questions you ask.
The discovery phase of the sales process is important but often overlooked or cut short. When asked, sellers usually say they don’t conduct thorough discovery because it takes too long.