00:00 - Introduction and Overview of Session
00:30 - Importance of Preparation for a Discovery Meeting
01:58 - Introducing the Speakers and Their Backgrounds
03:05 - Discussing the Common Misconceptions in Sales
04:05 - Detailing the Sales Playbook Steps
05:42 - Understanding the Purpose of the Discovery Call
06:47 - Differentiating Between the Problem and the Pain in Sales
08:58 - Preparation Tips for a Successful Sales Meeting
10:00 - Making a Positive First Impression
11:47 - The Agenda for the Discovery Meeting
12:25 - Preparing the Physical and Mental Space for the Meeting
14:29 - Importance of Grooming and Dressing for Sales Calls
16:42 - The Virtual Equivalent of Grooming and First Impressions
18:17 - Discussion on Rapport Building and Pre-Meeting Research
20:59 - Setting Expectations and Goals for the Meeting
22:13 - How to Start the Meeting and Role Play Demonstration
24:22 - Summarizing and Next Steps in the Sales Process
26:00 - Reviewing the Meeting Checklist and Its Importance
28:21 - Discussing the Value of a Physical Agenda
30:41 - Emphasizing the Importance of Selling the Next Step
32:25 - Role Play Example: Starting the Meeting with a Prospect
36:34 - Breaking Down the Discovery Meeting Process
38:27 - Upcoming Webinar Announcements and How to Join
39:00 - Sample Agenda for First Time Appointments
42:58 - Checklist for Information Needed in Sales Meetings
45:18 - Starting the Meeting: The Right Questions to Ask
47:26 - Review and Conclusion: Ensuring a Professional Sales Approach

Free one-on-one consultation - [ Ссылка ]

In 60 minutes or less we'll show you how to get in front of more high-quality prospects that WANT your services and are ready to buy.

свернуть