What about pricing and budget?

[rifat28dddd]

When it comes to modern sales skills, listening is both simple and critically important but also surprisingly difficult. If improving your listening skills is on your to-do list, these five tips should help you on your way.“I just had the best discovery call!”, shouted one of my reps as she burst into my office.

It was 10 days before the end of the quarter at my third start-up. Demonstrating growth with each sales period was critical. The crew was hustling but like most revenue operations we had a bit more revenue ground to make up before the final buzzer sounded.

“Really?!?” I responded with enthusiasm. “Tell me about it”. “Well…” she began, stumbling to catch her breath, ”he’s a sales manager at this software company and he loves what we’re doing. I think we can even get a deal done with him this quarter!”. “Amazing!” I said.

I then proceeded to ask the rep a series of follow-up denmark telegram data questions about her discovery call.

“Did the customer articulate a time-frame he wanted to be up and running with our solution?”

“Did he share insights into the magnitude of the problem he’s experiencing and how long it’s been going on?”

“Did you talk about the purchase approval process at his company and how he could get a deal done in the next 10 days?”


“Oh…” she said with a bit of a sheepish look on her face. “I didn’t really get any of that.”

“I see then”, I said. “So it kinda sounds like you had a friendly conversation with a polite man who liked us?”.

“Shit! Yes…that’s about right”