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Discovery and Qualification(3)Pipeline and Forecasting(2)Closing and Negotiation(3)Sales Metrics and Operations(2)

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Concepts›Discovery and Qualification›Discovery Calls

Concept 05 of 10

settled

Discovery Calls

The first call is for listening, not pitching. Its job is diagnosis, not persuasion.

Definition

A structured first conversation designed to qualify a prospect and understand their situation, pain, and decision process before any proposal.

Step 1

Predict first

In one or two sentences, what do you think this concept means? Wrong is fine; the small struggle is what makes the answer stick.

The SPIN Framework Social Selling