Get the 2nd meeting 90% of the time

Saturday and Charlotte’s Sales Shares #18 is out!

Hello to almost 1.4k people since the last edition who have decided to keep it real, authentic and actionable.

This one is a 2 minute read on how to nail your first meeting, the discovery, so you get a second one without firing off a barrage of questions at your prospect.

If the prospect could turn into a potentially big customer, then you may feel nerves or panic in wanting to make a good impression and ask the right questions to get to their pain and what that pain preventing them from achieving.

It’s not dissimilar to a first date. Oftentimes on a first date, out of excitement and wanting to impress, we talk too much about ourselves, ask awkward sounding questions or ask too many. When you do this on a discovery call with a prospect/buyer, their guard goes up and they can feel threatened or get suspicious.

Just like on a first date, the first discovery is about creating an environment of comfort and having a conversation that flows.

To get your prospect to open up, its important to use some “humbling disclaimers”. These are framing questions that allow you to build empathy and mean the prospect will open up without feeling pressured. And we need to be a detective on our first call

Here are some I ask to get deeper answers from my prospects/buyers:

"Thanks for taking the call, before I talk about what we do, as we have a few services (or different products) ,I’d like to ask you some questions so I make the best use of your time on this call and only show you what may apply to you, is that okay?"

"If it's okay to ask, what are some of the goals you're hoping to achieve with a new solution? I'd like to better understand how our product or service might be able to help you."

"I realize this might be a sensitive topic, but I'd appreciate it if you could share any concerns or reservations you might have about making a change. Your honest feedback will help me better understand your needs."

That’s it, see y’all next week!