Cookie Preference Centre

Your Privacy
Strictly Necessary Cookies
Performance Cookies
Functional Cookies
Targeting Cookies

Your Privacy

When you visit any web site, it may store or retrieve information on your browser, mostly in the form of cookies. This information might be about you, your preferences, your device or used to make the site work as you expect it to. The information does not usually identify you directly, but it can give you a more personalized web experience. You can choose not to allow some types of cookies. Click on the different category headings to find out more and change our default settings. However, you should know that blocking some types of cookies may impact your experience on the site and the services we are able to offer.

Strictly Necessary Cookies

These cookies are necessary for the website to function and cannot be switched off in our systems. They are usually only set in response to actions made by you which amount to a request for services, such as setting your privacy preferences, logging in or filling in forms. You can set your browser to block or alert you about these cookies, but some parts of the site may not work then.

Cookies used

ContactCenterWorld.com

Performance Cookies

These cookies allow us to count visits and traffic sources, so we can measure and improve the performance of our site. They help us know which pages are the most and least popular and see how visitors move around the site. All information these cookies collect is aggregated and therefore anonymous. If you do not allow these cookies, we will not know when you have visited our site.

Cookies used

Google Analytics

Functional Cookies

These cookies allow the provision of enhance functionality and personalization, such as videos and live chats. They may be set by us or by third party providers whose services we have added to our pages. If you do not allow these cookies, then some or all of these functionalities may not function properly.

Cookies used

Twitter

Facebook

LinkedIn

Targeting Cookies

These cookies are set through our site by our advertising partners. They may be used by those companies to build a profile of your interests and show you relevant ads on other sites. They work by uniquely identifying your browser and device. If you do not allow these cookies, you will not experience our targeted advertising across different websites.

Cookies used

LinkedIn

This site uses cookies and other tracking technologies to assist with navigation and your ability to provide feedback, analyse your use of our products and services, assist with our promotional and marketing efforts, and provide content from third parties

OK

THE NEXT EVENT STARTS IN: 7 DAYS - REGISTER NOW -

Upcoming Events

CUSTOMER EXPERIENCE BEST PRACTICES

CUSTOMER LOYALTY

ARTIFICIAL INTELLIGENCE AND TECH SOLUTIONS

WORKFORCE MANAGEMENT

TRAINING IN CONTACT CENTERS

You Must Ask This Question of Every B2B Sales Prospect on the First Discovery Call - SalesStaff - ContactCenterWorld.com Blog

You Must Ask This Question of Every B2B Sales Prospect on the First Discovery Call

HubSpot posted an article in November about the most important question B2B sales pros should ask their prospects on the first discovery call, this per HubSpot’s Sales Director Dan Tyre. I’ll share the highlights with you.

The question you need to add to your discovery call toolbelt is:

“Have you ever made a purchase like this before?”

It’s a smart question and one I don’t hear very often from sales reps when I’m on the buyer side. As the article mentions, “the reply will determine the rep’s strategy throughout the process and can uncover valuable opportunities to educate the buyer.” How your prospect answers will help lead you down the right path.

If the Answer is ‘Yes’

Either way, their answer implies a ton of information about the prospect, especially a ‘Yes’ answer. You know that they:

  • See value in a solution like yours
  • Have identified and addressed the challenge you solve before

All of that means that you don’t have to pick up their journey from square one. You can start to dig in and find out why this is still a challenge that wasn’t solved by the previous solution and position your solution to address all those secondary concerns.

The blog author suggests a few different lines of questioning, including some of my favorites (paraphrased):

  • “What prompted you to buy that?”
  • “How do you feel about how that product has performed?”
  • “Tell me about the implementation process.”

A ‘Yes’ answer also leads to probing questions about how the buying process was handled, if there were more than one decision-maker, what their reaction was to the cost, and other questions regarding the process, in general. After all, they’ve been down this road before and helps to know how the road was paved.

If the Answer is ‘No’

So now you know you are starting from the ground floor. This means you should build value and confidence, layering them into the sales process. They’re going to need some hand-holding throughout the process, more than someone who’s made a similar purchase before.

There are smart ways to do that. As the article mentions, “the sales rep might say, ‘I’ve helped X clients with this type of purchase. Would you be interested in hearing the criteria most used to evaluate their options?’”

From experience, a ‘No’ answer means that you should address the following more in-depth than you would with a previous buyer of similar services:

  • Value
  • Buying process
  • Implementation
  • ROI
  • Pricing Model

In the words of the author:

“It might feel counterintuitive to ask the buyer about his former purchases when your first instinct is to keep the spotlight on your own product. But there are few questions that do more to close a deal.”

What questions do you ask your B2B sales prospects during your discovery calls?

Source: http://salesstaff.com/blog/ask-this-during-the-discovery-call/

Publish Date: March 29, 2017 5:00 AM


2020 Buyers Guide Recruitment Products/Services

 
1.) 
MainTrax

HireTrax
HireTrax, MainTrax's standalone pre-hire virtual interviewing solution, automatically analyzes the behavioral characteristics found in each candidate's VOICE to help you select reps better suited for the specific job at hand. After all, agents speak with your customers for hours each day so it's vital they possess the behavioral characteristics and personality traits necessary to be successful. By picking those with tendencies of empathy and positive behavioral traits, you'll have a higher caliber of candidates who will perform better on the job and stay.
PH: 612-817-4090

2.) 
Orion Learning Services Inc.

Assessments for Recruitment, Talent Management, Succession Planning
Looking for assessment tools to help you recruit faster, better and more accurately?

Orion Learning offers a full suite of assessment tools designed to target and report on candidate potential. Our tools are used for recruitment, talent management, succession planning and coaching/mentoring. All of the tools are delivered online and the reports are available online and will provide you with an amazing view of the candidate/individual's potential, interview questions, coaching/mentoring steps and much more.

If you're looking to find the candidate/individual with the highest potential, call Orion today!
PH: 1-416-992-5158

3.) 
TactiCall Recruitment Services

TactiCall Recruitment Services
Permanent Placement
Temporary / Labour Hire / Contingent and Contract Hire
Recruitment Consulting Services
Assessment Centre Design and Facilitation
PH: 07 3831 6333
 



View more from SalesStaff

Recent Blog Posts:
20 Tips for Personalizing B2B Sales Calls and EmailsJuly 24, 2017 5:00 AM
25 Killer B2B Sales Teleprospecting Tips for Quick ReferenceMay 19, 2017 5:00 AM
You Must Ask This Question of Every B2B Sales Prospect on the First Discovery CallMarch 29, 2017 5:00 AM
6 Helpful Sites to Research a Prospect Before a B2B Sales CallMarch 7, 2017 5:00 AM
B2B Marketers Embracing Customer Experience More than Ever – What are their CX Priorities?November 18, 2016 5:00 AM
No More Cold Calling: 5 Strategies to Make Every Sales Call a Warm One [Resource]September 14, 2016 5:00 AM
7 Ways to Use Jedi Mind Tricks (aka Sales Psychology) in B2B Sales [SlideShare]September 6, 2016 5:00 AM
15 Interesting Places to Find Your B2B Sales Prospects [Infographic]August 24, 2016 5:00 AM
These 6 Factors Separate the Best B2B Salespeople from the Weakest [Research]August 23, 2016 5:00 AM
The Anatomy of an Absolutely Horrible Cold B2B Sales Email [Infographic]August 1, 2016 5:00 AM

Survey - Online Event

Latest Americas Newsletter
both ids empty
session userid =
session UserTempID =
session adminlevel =
session blnTempHelpChatShow =
CMS =
session cookie set = True
session page-view-total =
session page-view-total =
applicaiton blnAwardsClosed = True
session blnCompletedAwardInterestPopup = False
session blnCheckNewsletterInterestPopup =
session blnCompletedNewsletterInterestPopup =