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Improve Performance, Provoke Thought, Think Critically.

You are constantly striving to improve.  You are looking for practical tips you can apply to your daily work that will impact your performance.  You are looking for advice from professionals who do the work. You want to engage with professionals who have been in your shoes.

Be the Founder that can clearly articulate the problem your company solves.

Be the Sales Professional that your customers want to work with.

Be the Learning Professional who can deliver your solution in the context of the business.

The Catalyst Sale Podcast is published weekly.  We take listener questions at @catalystsale on twitter or hello@catalystsale.com via email.

Topics discussed - B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

Aug 24, 2020

In this episode, Mike and Jody discuss the importance of a good first customer interaction and discovery call/meeting.

Questions Answered:

  • What should the first customer interaction look like?
  • What is involved in discovery?
  • Why do you want to find out more about the person?
  • How does knowing the person better help you with the sale you are trying to make?
  • What else do we need to know about the first interaction?

Key Takeaways:

  • Ask questions.
  • Do research - can be from public or private sources (asking questions.)
  • Deliver the information you have in the context of what is important to the customer
  • It’s important to know the person because they are going to either influence or make the decision.
  • Asking questions and getting to know them helps them realize I am a human being and not someone just trying to sell something.
  • Asking if they have any questions for you will let you know how engaged they are in the conversation.
  • You can refer back to what these first questions revealed in future discussions. Builds a personal relationship.
  • Be prepared to do a demo if necessary

Show Links:

Call Planning Podcast

Work With Catalyst Sale:

  • Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com

  • Invest in a Catalyst Sale course - self directed

  • Hire us as a consultant/advisor within your team or organization

Purchase Demystify Sales, A Catalyst Sale Course  here 

Interested in working with us? Visit https://catalystsale.com and chat with us, or contact us via Twitter or LinkedIn.

Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.

Growth Acceleration - Plateau Breakthrough

Product Market Fit