How many of us are winging our discovery calls and expecting a follow up call….Sorry to say, It won’t happenWe must be exchanging value for time.There are fundamentals that must take place for an effective discovery.Prospects want to feel they are in good hands.They are aware of the purposeWhat do they want to get out of the callHow the call will unfoldHow long it will take and what outcome can they expect at the end of the call.They also want to be a participant not a spectator. Tune in to my solo podcast where I share fundaments I see top performers doing on discovery calls that are advancing to close.Effective sales discovery is about purpose. Why are we here? Following that a light agenda, and alignment with prospect expectations. Are we here for the same reason? What do they want to get out of the call? Start by making it a 2 way conversation to drive engagement. Lead the conversation with confidence for game-changing results! Tune in to my solo podcast where I share some of the fundamental elements that are often missed in a discovery call. Respect our prospect's time by stating the purpose and outcome of the call. Stick to the agenda and avoid rushed conversations.  Focus on your prospect's challenges, no pitching. Ask questions to understand their needs and create urgency. Use the rule of three to reinforce active listening. Use storytelling and social proofing to build credibility. Share relevant success stories and ask balanced questions.  Prioritize key topics, listen actively, and confirm next steps for effective communication. Uncover the root cause of challenges. 00:30 - Importance of effective discovery in sales calls01:15 - Clear purpose and agenda for each call02:00 - Setting expectations with the prospect02:45 - Gaining commitments from the prospect03:30 - Ensuring alignment between expectations and purpose of the call04:15 - Using the rule of three to organize the agenda05:00 - Managing time effectively05:45 - Confirming the time allotted for the call06:30 - Proper planning and avoiding rushing through discussions07:15 - The benefits of thorough preparation08:00 - Researching the prospect and their company beforehand08:45 - Tailoring the agenda to the prospect's needs and interests09:30 - Anticipating potential objections or challenges10:15 - Creating a structured outline for the call11:00 - Starting the call with a warm introduction and rapport-building11:45 - Transitioning into the purpose of the call12:30 - Asking open-ended questions to uncover the prospect's pain points13:15 - Active listening and taking notes during the conversation14:00 - Summarizing the prospect's challenges and goals14:45 - Presenting solutions that address the prospect's needs15:30 - Demonstrating expertise and credibility16:15 - Handling objections with empathy and understanding17:00 - Providing evidence and testimonials to support claims17:45 - Seeking commitment and next steps from the prospect18:30 - Recap of the call's agenda and outcomes19:15 - Thanking the prospect for their time and interest20:00 - Follow-up actions and timeline20:45 - Closing remarks and invFor more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform. $495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars. 1:1 and group coaching packages available as well. To access our free one week Trial visit The K2 Sales Academy

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