Discovery Phase Questions Help You Sell Easie...

In this sales strategy podcast, Victor Antonio explains that a customer's price objection is usually a misunderstanding of a product's actual value. He advises professionals to avoid panicking and instead quantify the return on investment to show how the cost of the service is fa ...  Show more

In this episode Victor addresses the significant failure of modern salespeople to provide meaningful value to their potential clients. Citing industry data, he highlights that a vast majority of buyers feel meetings are a waste of time because representatives lack a deep understa ...  Show more

Are you tired of the same old tactics falling flat in your sales discovery calls? Everyone wants to make a sale, but too often, the approach is to pitch the product or service right out of the gate. Is there a better way to connect with your prospects and truly understand their n ...  Show more

Prepare yourself: next time you pick up the phone for a discovery call, you’ll know exactly how to engage your prospect and let THEM convert themselves. In this episode, our host Donald Kelly has a great conversation with David Newman, author of the business bestseller “Do It! Ma ...  Show more

TOP ACTIONABLE SALES TAKEAWAYS: Layer your discovery tree: After a prospect speaks, pull up your discovery tree and ask, "Where are we now?" Identify if they mentioned a situation, problem, or impact, and discuss where to guide them next, actively engaging your team. Keep it punc ...  Show more

The discovery call is at the heart of the sales process. If you want to make the most of it, you have to come in with a plan. In this episode, your host Donald Kelly talks with Jessica Schultz, the CEO and Founder of strategic consulting and execution firm Amplify Group. They tak ...  Show more