u/legitrank

This is in follow-up to this post.

The bad:

• Went off-script as soon as the prospect took control of the convo from the get-go. Asked about my credentials in the beginning, and I just went from premature capability statement to another.
• Too technical. Being a technical guy, I explained way too many technical concepts to him when asked about methodology.
• BIG ONE: when he objected on the cost, I reactively proposed a performance-based offer that was completely off-script.
• Did not feel like I was in control for 99% of the conversation. I didn't go through the stages I planned to go to.
• Didn't give the prospect clear steps after the call. Only sent him a LinkedIn DM after, asking for his email so I can send him all the info he needs to make a decision.

The good:

• A treasure trove of discovery info. The prospect articulated his problem clearly and all of his current marketing processes (how he gets his clients, current strategies, etc.).
• He was clearly interested in my service. He engaged and asked questions proactively for 30+ minutes (hence why I couldn't really go through the stages like I planned to)
• Committed to circling back to my initial audit offer.

Definitely need more practice, but also considering to have a co-founder with me to handle these calls instead. I feel like I'm drowning being outside my comfort zone with this, along with running other parts of the business.

After a month of starting my new business, I finally scheduled my first ever discovery call in my entrepreneurial career! I’m excited to close, but nervous at the same time because I’ve never closed a deal before. I already did my research (discovery questions, objection handling, etc.), just looking for some tips from our most experienced sales champs here that I can cram tonight for. Regardless, this sub gave me the confidence to actually try and get into calls with potential clients instead of trying to close through DMs so thank you!