Post by tanvirmasud on Mar 9, 2024 8:02:56 GMT 1
Research by Gong.io and Salesloft states that the average ratio of speaking to listening during calls of top performers is 46:54 (so they talk 46% of the time and listen 54%).Discovery Call: How to set up a successful discovery call How to qualify leads Before making an appointment with the lead it would be very useful to know certain information: Annual revenue Geographic location Number of employees Typical customer Offer of products or services Technologies involved Current weaknesses Lead scoring This information can be found through the combination of a chamber of commerce record, LinkedIn and the systemslead scoring from advanced CRMs like HubSpot . >>>Also read our article on HubSpot's predictive lead scoring According to Dan Tyre , the director of sales at HubSpot, the first question to ask prospects in a discovery call is.
If the contact answers: "Yes, I recently India Telegram Number Data purchased a similar product/service", this means you will need to delve deeper into the potential buyer's motivations, strategy and past experience. Try asking some questions like: What made you buy it? What problem were you hoping to solve? How do you feel about this product or service, six months after adopting it? If, however, your contact replies: "No, I have never purchased a similar product/service" it will be necessary to offer the right information and gain their trust, guiding the potential customer through the various options and offering only those capable of bringing true value . In any case, the seller should explore the customer's purchasing decision-making process because, according to Gartner , an average of 6.8 stakeholders are involved in every B2B purchase.
Which means you need to understand who else has a say, what the their individual priorities and how your contact can put themselves in a position to convince these people. What is the BANT structure for choosing questions and how to use it The BANT (Budget, Authority, Need and Timeline) framework covers the four main areas of information a salesperson needs when working on a lead. These areas involve: The customer's budget (Budget) The Authority of the person you speak to (Authority) The Needs Estimated times to close the deal (Timeline) bant exelab technique The use of this paradigm is not to help you sell, but to help the customer make the purchase with awareness. Each area includes questions that should be asked during the first exploratory call in order to place the opportunity in the right perspective.
If the contact answers: "Yes, I recently India Telegram Number Data purchased a similar product/service", this means you will need to delve deeper into the potential buyer's motivations, strategy and past experience. Try asking some questions like: What made you buy it? What problem were you hoping to solve? How do you feel about this product or service, six months after adopting it? If, however, your contact replies: "No, I have never purchased a similar product/service" it will be necessary to offer the right information and gain their trust, guiding the potential customer through the various options and offering only those capable of bringing true value . In any case, the seller should explore the customer's purchasing decision-making process because, according to Gartner , an average of 6.8 stakeholders are involved in every B2B purchase.
Which means you need to understand who else has a say, what the their individual priorities and how your contact can put themselves in a position to convince these people. What is the BANT structure for choosing questions and how to use it The BANT (Budget, Authority, Need and Timeline) framework covers the four main areas of information a salesperson needs when working on a lead. These areas involve: The customer's budget (Budget) The Authority of the person you speak to (Authority) The Needs Estimated times to close the deal (Timeline) bant exelab technique The use of this paradigm is not to help you sell, but to help the customer make the purchase with awareness. Each area includes questions that should be asked during the first exploratory call in order to place the opportunity in the right perspective.