SalesHQ

The next part of the cycle is to convince your prospect to schedule what Rigg refers to as the “discovery conversation.” Ranging from 20 minutes to an hour, this is an opportunity to ask probing questions. Does the prospect have a problem your company can solve? Questions about time spent on various tasks, needs for equipment or goods and future plans can create a context for the pricing discussion that will occur later.

Remember, ascertaining if the prospect is worth a salesperson’s investment of time and resources is equally as important to discover in this meeting. “It’s a two-way street,” Rigg notes. “Ask insightful questions, so you don’t end up wasting his time – and yours.”