How To Run A Discovery Call Or Strategy Session

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So many sales reps today underutilize the power of the well-run discovery call. With the right discovery call framework, you can qualify your leads, gather invaluable intel, and position yourself as a trustworthy authority-all in a single phone call.
Today I’m showing you how to structure your discovery calls so you can reap all these benefits and more. Trust me, you won’t want to miss this proven 8-step framework. Because it’s going to save you tons of time and make your sales job infinitely easier.
How many times have you spent hours, days, or even weeks of hard work with a potential buyer, only to find out they were never a fit for your product in the first place?
Don’t worry, you aren’t alone.
As much as 67% of lost sales are the result of sales reps not properly qualifying their leads. And more than a third of reps just like you say qualifying and prospecting were the biggest challenges of their roles.
In fact, I brought up this problem in particular in a recent interview.
“If you are sick of being rejected, if you're sick of people ghosting you, if you're sick of people not replying to your messages, improve your qualification at the top of the sales process, and you'll eliminate a lot of that at the far end of it.” Will Barron, SS #019
Qualification matters. When you do it right, you’re saving yourself tons of headaches, hassles, and lost time down the road.
And the discovery call is without a doubt the best opportunity to qualify leads.
Over the years, I’ve developed an 8-point framework for running strategic discovery calls with my potential clients. And that’s exactly what I’m sharing with you today.
Plus, I’m covering very specific questions along the way that you should ask prospects that cover each issue without scaring them off.
Ready to go? Let’s get into it.
To get the most value out of your discovery call as possible, you’re going to qualify potential leads according to eight issues throughout the meeting.
The first issue is…
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[@jeffreyantonio3606]

Hello Will I'm curious to know how your system compares to Keenan gap selling. On your budget step is it like bant like questions or its different.

[@SalesmanPodcast]

Not massively different. Keenan is great.

[@artyomspector5725]

The video could have started at 2:21 . Suggestion: cut that intro which does not provide any value, go straight into the topic.