WEDNESDAY, JANUARY 14, 8:30am – 9:30am –
A great discovery call sets the tone for the entire sales relationship, but how often do we stop to evaluate our process?
How well do you prepare before a call? Are you tailoring your questions, setting clear expectations, and leaving your prospect feeling understood and eager to continue? Or are you sometimes jumping in too quickly, letting the conversation drift, or missing the chance to position yourself as a trusted advisor?
Join us as we discuss how to prepare effectively before meeting with a prospect, structure the conversation for meaningful insights, and use AI tools to enhance preparation and follow-up.
We’ll discuss:
- How to prepare for a discovery call and what to look for and where to find it
- Using AI tools (like ChatGPT or LinkedIn AI) to prepare questions, summaries, and call frameworks
- Best practices for structuring the invite and setting expectations at the start of the call
- Questions that uncover real needs and business challenges and how to listen for what’s not being said
- Using a qualifying call script and what prompts help you gain deeper information (plus, what answers you hope to hear)
- What makes a great discovery call summary and follow-up message
- How to create an effective upfront agreement and follow-up summary that moves the conversation forward
Come ready to share your process, your go-to discovery questions, your favourite tools or templates you rely on to make every first call count, and lessons learned from discovery calls that worked (and those that didn’t).