52 minutes | Apr 6th 2021

164: How to close more discovery calls - with Nikki Rausch

As we move into a new quarter, it’s time to level up and learn how to close more discovery calls. What is a discovery call, you ask? Well, it’s that short call that your prospective client books in with you to learn more about your offering. It’s a space for both parties to see if it’s a good fit to work together, before they actually say YES, open up their wallet and buy the thing. And I’m learning that there’s an art and a science to these calls. So, we are going to break down the mechanics in today’s conversation, to help bring you greater confidence and flow into how you conduct yours. My special guest today is the Sales Maven, Nikki Rausch and she’s simplifying how to close more discovery calls. How many times have you felt like you were leaving money on the table because you don’t ask for the business? Or how many times have you heard the other party say, “I want it, but I don’t have the money” or “I need to think about it?” Well, Nikki believes there’s a reason for that and it’s simpler than you think to fix. Here’s how.  My special guest today is Nikki Rausch and she’s simplifying how to close more discovery calls. We tackle and simplify all aspects of it, including: What the subtle cues and buying signals are that people give when they’re interested in doing business with you How and why you must “pre-frame” your discovery calls before conducting them What the one question is that most people forget to ever ask in a discovery call ASK: “what’s most important to you?” Why you should never coach (or demonstrate your expertise) during a discovery call and what questions you should ask instead the 5 steps to sales - “the Selling Staircase” Introduction - your first impression Creating curiosity - tell me more Discovery - learning, listening, answering Proposal - inviting them to your offering Close - ask for the sale …and ultimately, what you must do at the very end of every call that’ll increase your close rate. TIP: get the next step/appointment/call/meeting scheduled in before you hang up. Q: Are you ready to close more discovery calls? If yes, this one is for you. It’s time to #DoTheThing! ---- Show notes available with all LINKS mentioned here: https://thesimplifiers.com/podcast/nikki-rausch-close-more-discovery-calls
Play Next