The ABC’s to Discovery
Many reps make this mistake on discovery calls:
They talk TOO MUCH.
And they don't ask enough of the right questions.
The key is knowing the "ABC's" to proper discovery calls.
Here's a simple framework for a solid discovery:
A.B.C.D.E.F.G. - It's literally the ABC's 😃
A - Ambitions: What does the prospect DESIRE?
B - Buying Influences: Who's all involved and INFLUENCES the decision? Identify ALL the who's and their ABC's!
C - Challenges: What problems/pains are there?
D - Details: What specific things do they need? (Ex: specs)
E - External Objections: What external things can hold you back from closing? (Ex: competitors, unstable economy)
F - Funds: What funds do they have? NOT budget. Funds means they can ADD to the budget.
G - Goals: What are their overall goals and how does your solution get them there faster or better?
When you spend 90% of the call asking AND listening..
Now you're armed with the intel to progress the deal forward.
So ask the right questions.
Know your ABC's.
And you'll close more.
Tag a rep to help them💪🏽
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