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#263 S2 Episode 132 - How Pre-Discovery Can Increase Close Rates

/ 05:06/S2:E132
In this episode of The Sales Transformation Podcast, Collin talks about the benefits of doing Pre-Discovery calls to increase close rates. Instead of doing deep discovery calls with prospects that might not even be a good fit, Collin urges sellers to add another layer of qualification. He swears by the strategy, and talks about how it has saved time to make way for more revenue-generating activities.

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HIGHLIGHTS

  • Pre-Discovery calls save time 
  • Long discovery calls waste yours and your prospect's time
  • Make more time for revenue-generating activities

QUOTES

Collin: "It's just another layer of qualifying people before spending too much time with them, wasting their time and yours. A lot of sellers don't value their time as much as they value their prospect's time."

Collin: "You'll have more time to spend with prospects, you'll have more time to prospect, you'll have more time to follow up with engaged prospects and what's gonna happen is less deals are gonna make it to your pipeline. But what does make it to your pipeline is gonna be extremely more qualified."

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

#263 S2 Episode 132 - How Pre-Discovery Can Increase Close Rates

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