What Does Good Discovery Look Like - 213
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
- Itā€™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
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