Post by tanvirmasud on Mar 9, 2024 7:01:31 GMT
Set goals in advance The objective of an exploratory phone call is to collect the most useful information about the customer in order to proceed quickly towards the subsequent phases of the sales process. You need to know exactly what information you want to have and to do this you can use a checklist of your main objectives so as not to lose focus during the call. Ask the right questions, at the right time The question and the moment in which it is asked are two sides of the same coin. It's important to ask open-ended questions, give them time to respond, and when they ask. The time of day and the day of the week are two other important parameters to consider and can radically change people's reactions: imagine receiving a phone call at 7am on Monday or at 7pm on Friday, they are not exactly the ideal moments.
Be prepared for possible objections India Telegram Number Data Creating a list of objections and being ready to address them can make an exploratory phone call successful. Improvising is strongly discouraged, but at the same time no one wants to listen to a salesperson talk like a robot. To reach a good compromise between preparation in view of objections and the adaptability of responses, a good method is to first identify all possible objections and create a list, which will gradually be expanded. This can allow you to modulate the response based on the specific case, in a few seconds, without hesitation. Conclude the phone call by making another appointment You'll know you've had a successful discovery call if you and your prospect are able to outline the next steps. If these points are still unclear when you hang up the phone, schedule another call to finalize the final details.
In this video the CEO of Gong.io explains in detail all the statistics of the perfect discovery call based on more than 500 thousand calls. What not to do during a discovery call The exploratory call includes a series of questions but must never turn into an interrogation. The most common mistake of the traditional exploratory phone call is to focus on your company's needs rather than those of the customer. Often the seller asks a very long series of questions followed by a generic presentation of the product or service. Nothing could be more wrong. The questions do not have to be many or few, they must be specific. Don't ask what you already know The rule is not to ask questions for which you could get your answers from the Internet. Try to ask open-ended questions that guide you towards discovering the potential customer's real needs such as: "What is your sales process?" or “Could you describe the problem for which you are looking for a potential solution?” Don't talk too much The discovery call should never be too focused on you.
Be prepared for possible objections India Telegram Number Data Creating a list of objections and being ready to address them can make an exploratory phone call successful. Improvising is strongly discouraged, but at the same time no one wants to listen to a salesperson talk like a robot. To reach a good compromise between preparation in view of objections and the adaptability of responses, a good method is to first identify all possible objections and create a list, which will gradually be expanded. This can allow you to modulate the response based on the specific case, in a few seconds, without hesitation. Conclude the phone call by making another appointment You'll know you've had a successful discovery call if you and your prospect are able to outline the next steps. If these points are still unclear when you hang up the phone, schedule another call to finalize the final details.
In this video the CEO of Gong.io explains in detail all the statistics of the perfect discovery call based on more than 500 thousand calls. What not to do during a discovery call The exploratory call includes a series of questions but must never turn into an interrogation. The most common mistake of the traditional exploratory phone call is to focus on your company's needs rather than those of the customer. Often the seller asks a very long series of questions followed by a generic presentation of the product or service. Nothing could be more wrong. The questions do not have to be many or few, they must be specific. Don't ask what you already know The rule is not to ask questions for which you could get your answers from the Internet. Try to ask open-ended questions that guide you towards discovering the potential customer's real needs such as: "What is your sales process?" or “Could you describe the problem for which you are looking for a potential solution?” Don't talk too much The discovery call should never be too focused on you.