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 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

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