What Does Good Discovery Look Like - 213
08/24/20 • 16 min
In this episode, Mike and Jody discuss the importance of a good first customer interaction and discovery call/meeting.
Questions Answered:
- What should the first customer interaction look like?
- What is involved in discovery?
- Why do you want to find out more about the person?
- How does knowing the person better help you with the sale you are trying to make?
- What else do we need to know about the first interaction?
Key Takeaways:
- Ask questions.
- Do research - can be from public or private sources (asking questions.)
- Deliver the information you have in the context of what is important to the customer
- It’s important to know the person because they are going to either influence or make the decision.
- Asking questions and getting to know them helps them realize I am a human being and not someone just trying to sell something.
- Asking if they have any questions for you will let you know how engaged they are in the conversation.
- You can refer back to what these first questions revealed in future discussions. Builds a personal relationship.
- Be prepared to do a demo if necessary
Show Links:
Work With Catalyst Sale:
- Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or [email protected]
- Invest in a Catalyst Sale course - self directed
- Hire us as a consultant/advisor within your team or organization
Purchase Demystify Sales, A Catalyst Sale Course here
Interested in working with us? Visit https://catalystsale.com and chat with us, or contact us via Twitter or LinkedIn.
Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn.
This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.
In this episode, Mike and Jody discuss the importance of a good first customer interaction and discovery call/meeting.
Questions Answered:
- What should the first customer interaction look like?
- What is involved in discovery?
- Why do you want to find out more about the person?
- How does knowing the person better help you with the sale you are trying to make?
- What else do we need to know about the first interaction?
Key Takeaways:
- Ask questions.
- Do research - can be from public or private sources (asking questions.)
- Deliver the information you have in the context of what is important to the customer
- It’s important to know the person because they are going to either influence or make the decision.
- Asking questions and getting to know them helps them realize I am a human being and not someone just trying to sell something.
- Asking if they have any questions for you will let you know how engaged they are in the conversation.
- You can refer back to what these first questions revealed in future discussions. Builds a personal relationship.
- Be prepared to do a demo if necessary
Show Links:
Work With Catalyst Sale:
- Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or [email protected]
- Invest in a Catalyst Sale course - self directed
- Hire us as a consultant/advisor within your team or organization
Purchase Demystify Sales, A Catalyst Sale Course here
Interested in working with us? Visit https://catalystsale.com and chat with us, or contact us via Twitter or LinkedIn.
Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn.
This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.
Previous Episode
Onboarding and an Announcement with Guest Tanner Brock - 212
This week Tanner Brock, founder of 9-5 5-9 Coaching joins the Catalyst Sale Podcast.
Tanner is joining the team in a freelance role as an Account Executive. As an account executive, Tanner's focus will be on selling Catalyst Sale courses in the B2B space.
Tanner is a non-traditional sales professional, who has not worked in an account executive role. Tanner will be a guest on the podcast in the future, we will share his journey, lessons learned, mistakes, and wins.
We discuss one common mistake today, specifically the tendency to focus on how we solve the problem (solution) rather than the problem.
Work With Catalyst Sale:
- Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or [email protected]
- Invest in a Catalyst Sale course - self directed.
- Hire us as a consultant/advisor within your team or organization
- Chat with us or contact us via Twitter or LinkedIn.
Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn.
This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.
Next Episode
Dealing with Mistakes - 214
In this episode, Mike and Jody discuss the best ways to handle mistakes when they occur.
Questions Answered:
- What are the best ways to handle mistakes?
- How can we handle current mistakes?
- How do you view historical mistakes?
Key Takeaways:
- It is great to share stories about lessons learned.
- It is important to be transparent and open.
- We can all learn from each others mistakes and learn from the stories that relate to those mistakes.
- If you are unable to fix or address the mistake on your own, it is important to get other people involved as quickly as possible.
- Don’t make a mistake bigger than it already is.
- Reach out to others.
- If you can fix it immediately, fix it!
- Depends on the scope of the mistake, the type of mistake and your capability to fix it.
- Owning mistakes can help build a greater level of credibility and trust.
- People can learn lessons from you when you share historical mistakes.
Show Links:
Link to Tanner discussion on Ego
Work With Catalyst Sale:
- Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or [email protected]
- Invest in a Catalyst Sale course - self directed. Find our courses here
- Hire us as a consultant/advisor within your team or organization
Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn.
This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.
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