Teach yourself discovery call planning.
On Wednesday, April 1st, 2020, we began delivering a free B2B sales training course via bite-sized posts on the SalesSense LinkedIn company page. This page presents the posts in part seven - planning a discovery call or meeting.
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Part Seven - Discovery Call Planning
Rule No. 1. - make no assumptions. 7.11
Rule No. 2. - declare your intent. 7.2
Consequences of assumptions. 7.21
Rule No 3. - don't talk about the solution. 7.3
Discovering issues - domino questions. 7.52
Consequences of inaction. 7.61
Who is involved in the decision. 7.62
Overcome access objections. 7.622
Discover decision-maker issues. 7.623
How to handle the price question. 7.64
Testing acceptance of the cost. 7.641
When they don't have the money. 7.642
When they do have the money. 7.643
The Advantage step in the CLEAR process. 7.7
Establishing a sales or buying process agreement. 7.71
The benefits of a sales/buying process agreement. 7.72
How to agree and document a sales/buying process agreement. 7.73
Testing your Advantage. Do you know these things? 7.8
Getting some favourable agreements before you begin helping the customer buy. 7.81
Planning an initial call or meeting - CLEAR summary. 7.9
Some Pointers for Self-Led Learning
Effective self-education starts with setting precise learning objectives and developing a structured plan to organise topics and timelines. Utilise a variety of high-quality educational materials that align with your goals. Consistency is key, so establish a regular learning routine tailored to your schedule. Enhance retention through active learning methods like note-taking and practical applications. Seek feedback to identify areas for improvement and maintain discipline and motivation through community engagement and progress tracking. Embrace a growth mindset, viewing challenges as opportunities for development. Regularly reflect on and adapt your learning strategies. Cultivate a lifelong passion for learning by staying curious and continually exploring new subjects, making self-education an enduring pursuit of personal and professional growth.
Have this B2B sales training course or any element delivered for groups or individuals through virtual classroom sales training sessions or one-to-one coaching. Call +44 (0)1392 851500 or email jimm@salessense.co.uk for details.
