What Does Good Discovery Look Like - 213

In this episode, Mike and Jody discuss the importance of a good first customer interaction and discovery call/meeting. Questions Answered: What should the first customer interaction look like? What is involved in discovery? Why do you want to find out more about the person? How does knowing the person better help you with the sale you are trying to make? What else do we need to know about the first interaction? Key Takeaways: Ask questions. Do research - can be from public or private sources (asking questions.) Deliver the information you have in the context of what is important to the customer It’s important to know the person because they are going to either influence or make the decision. Asking questions and getting to know them helps them realize I am a human being and not someone just trying to sell something. Asking if they have any questions for you will let you know how engaged they are in the conversation. You can refer back to what these first questions revealed in future discussions. Builds a personal relationship. Be prepared to do a demo if necessary Show Links: Call Planning Podcast Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or [email protected] Invest in a Catalyst Sale course - self directed Hire us as a consultant/advisor within your team or organization Purchase Demystify Sales, A Catalyst Sale Course  here  Interested in working with us? Visit https://catalystsale.com and chat with us, or contact us via Twitter or LinkedIn. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit