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
• It'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

Show Links:

Call Planning Podcast

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