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Want to find better buyers and weed out the crappy leads that only end up wasting your time?
Then be sure to ask the 9 qualification questions we’re talking about in this video on each of your discovery calls.
Each of these questions falls into one of eight different sections of what I call a diagnosis call:
1. Uncovering Pain
2. Timeframes
3. Confirming Fit
4. Calculating ROI
5. Understanding Process
6. Agreeing Budget
7. Identifying the Champion
8. Getting Agreement
Diagnosis calls are slightly different to traditional discovery calls because they cover discovery, qualification, product positioning and micro-closing in a single call rather than spreading all of this out over multiple engagements.
If you want to learn more about diagnosis calls specifically then you can grab a free copy of my book Selling Made Simple over at Salesman.com.
Now let’s get into it.
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