Staying curious is one of the top skills a sales professional must have in order to succeed in this industry. But why is it so important? My guest, Denise Murtha Bachmann, a sales coach and founder of the Sellovatorz programs, is here to tell you about it in this episode. She's going to share how to flawlessly conduct a discovery call and get to the root cause of a problem to help close a deal.

Meet Denise Murtha Bachmann

• Denise Murtha Bachmann is a sales strategist, coach, and fractional sales leader who helps businesses humanize their sales approach while leveraging AI for smarter selling.
• With a deep focus on relationships, curiosity, and uncovering the probable root cause, she empowers sales teams and founders to build predictable pipelines and close more deals with authenticity. 
• Through her Sellovatorz programs Denise is redefining modern sales by balancing cutting-edge technology with the human touch buyers demand.

Take a Step Back and Slow Down

• Most sellers try to rush through the sales process to hurry up and close the deal.
• However, Denise shares that it's better to slow down and ask prospects questions to learn their root problem.
• Prospective buyers know they have a problem and want a solution to it. But if sellers take the time to help them identify the root cause of the problem, prospects will realize that money isn’t a problem when it comes to fixing it.
• When you give them the ability to see that you’re trying to solve the bigger problem, you build a connection with them, which builds trust and credibility with your clients. Working together will help them see that you care about them and make them want to continue through the sales process.

Prepare Yourself Before The Call

• Denise shares that before you jump on a call with a client, you should take the time to educate yourself about them. Here are some things you can do before your discovery call:
• Have your discovery questions ready.
• Decide on the difference between a good call and a great call.
• Understand the client you’re looking at: What is their problem and buyer persona? You can use AI tools to help you study your client better.

Sales Process Role-Playing

• Denise and I do some sales role-playing of a startup company competing for the SMB space against HubSpot.
•  I act as the founder, and she guides me through the process by asking questions to help me understand my root problem and how I can compete in this competitive industry.
• For sales leaders, Denise shares the biggest takeaway to help you determine the root cause for prospects: Lead with a mindset that you have to slow down to speed up. Let go of the metrics and focus on quality over quantity to meet sales goals.

"I think that as leaders and sales representatives, we're constantly on the go because we have metrics to meet.  However, in today's sales environment, we need to let go of those metrics and focus on quality over quantity." - Denise Murtha Bachmann. 

Resources

Get in touch with Denise on LinkedIn Sellovatorz

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS