No matter WHAT business model you're currently working on, there is no doubt that having a TIGHT and concise sales process will either MAKE or BREAK your entire business. 👉 PRE-DISCOVERY CALL Do as much research as possible for the prospect. Make sure to come prepared on the call. This includes: - Looking at all their social medias -> connecting with them beforehand to build familiarity - Brainstorming some potential ideas - Going through competitors and comparing the prospect VS opponent The key is to SHOW the prospect that you're trying to help them. Which leads up to the next phase.. __________________________________________________________________________________________ 👉 DISCOVERY CALL (15-25 mins) On this call, DON'T go in trying to pitch or sell to them. 99% of people make this mistake. This call is supposed to be building trust + relationship. Your aim: qualify the prospect + book a demo call. Example questions to ask (for lead gen): - Why did you agree to this call? (Keep pushing down further and find REAL reason) - What is your primary goal for the next 12 months? (Elaborate on KPIs / metrics) - What do you think is holding you back from achieving these goals? (Identify challenges / pain points) - What solutions have you already tried to reach your goal? (Consultations with specialists or invest in tools before?) - How successful were those solutions? (Can you share any data or analytics on the outcomes?) - How long did you stick with each solution you tried? *understand their commitment - Aside from those methods, have you explored any other avenues? (reasons why they tried) - Could you briefly describe the products or services you sell? (specific USP?) - Who's your target audience? (IF NO: Is there a clear majority of people buying your services? → Apollo search after call → Tell them in demo call) *WHAT COUNTRY* - How are you currently generating leads? (What platforms / channels?) - Why did you dive into these lead-gen methods? (See what’s important to them!) - What problem does your product or service solve for your clients? (Can you share more success stories/ testimonials) - What's your current closing rate? (Did you identify any trends affecting your closing rate?) - What's the average lifetime value (LTV) of a customer for you? (How did you calculate the LTV?) - What is your average deal size? (So you can see how much you can charge them) - Do you have case studies? - Do you have guarantees?