Summary

In this episode, David Reed discusses the second half of the week one onboarding process for sales professionals. He focuses on three primary areas: presentation, discovery process, and follow-up nurture strategy. He emphasizes the importance of establishing a large gap during the presentation to create a sense of urgency for the prospect. In the discovery process, he highlights the need to understand the prospect's compelling reason and quantify the cost of not taking action. He also emphasizes the importance of effective follow-up and communication throughout the sales process, as well as the significance of requesting referrals.

Takeaways

Establish a large gap during the presentation to create urgency for the prospect

Understand the prospect's compelling reason and quantify the cost of not taking action during the discovery process

Implement an effective follow-up and nurture strategy, including providing value-add content

Set clear expectations for handoffs and communication throughout the sales process

Request referrals consistently to increase revenue