If a customer is not in your target market, it’s unlikely that they’ll ever become a customer. They have no pain points that your product or service can solve, so there’s no point in selling to them.

In some cases, the person you’re talking to may not be the decision-maker. For a sale to be made, you need to speak to the person who has the authority to make a purchase decision.

If you’re unsure of who that is, you can ask the person you’re talking to or do some research on the company’s website.

What Questions to Ask

Sales reps need to know the right questions to ask during the discovery call.

First, you need to know if the lead is interested in your product or service. You can determine this by asking questions about their specific needs or pain points. If they express interest in your solution, you might have just found your next qualified lead.

Next, you need to determine if the lead is ready to buy. You will know this by asking questions about their budget, timeline, and decision-making process. If they can provide specific answers, they are likely ready to buy.

You also need to determine if the lead is a good fit for your business. This can be VP Media Email Lists done by asking questions about their business size, industry, and success criteria. If they meet your ideal customer profile, you know you have a good lead.

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Sample Questions

Sample questions sales reps usually ask during a discovery call:

– What need does your product or service address?

– What are your current solutions? Are you happy with them? If not, why?

– Have you tried our product or service before? If so, what did you think?

– How soon do you need a solution?

– What is your budget?

– Who else is involved in the decision-making process? When do they need to be involved?

– What are the key decision criteria?

– Are there any other factors we should be aware of? (e.g., timeline changes, budget constraints, etc.)

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