In this episode, Mike and Jody discuss how to prepare for your initial conversation with a prospect and why the preparation piece is important.
Questions Answered:
- How do you prepare for the initial conversation with a prospect?
Key Takeaways:
- Determine how you found out about the person you will be talking to. Did they contact you or did you identify them as a prospect?
- I want to gather as much information as I can about the person based on the data we have collected from our website, etc..
- Identify some of the things you would like to know about them.
- Realize that some information you will be able to get only by speaking directly with them.
- Validate that they have a problem and validate that they care about solving the problem.
- Your initial call should be about discovering things about them and their company.
- Deliver some sort of value back to the prospect.
- Have a clear understanding of the design of the call.
- Have desired next steps defined prior to your call.
- If you take the combination of the research that you’re doing, the design work that you’re doing and the documentation in the call plan, you will have better calls with your customers and prospects.
- Don’t overcomplicate it!
Show Links:
Call Planning - A Tactical Discussion
This episode was brought to you by:
The Catalyst Sale G.A.M.E. Plan
Work With Catalyst Sale:
- Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com
- Invest in a Catalyst Sale course - self directed. Find our courses here
- Hire us as a consultant/advisor within your team or organization
Thank You
Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.
This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.
Growth Acceleration - Plateau Breakthrough
Product Market Fit
