Online Booking Software, SaaS
The Bookingkit sales team had issues qualifying opportunities and running structured discovery calls.
The sales management team booked me for a 2 hours onsite workshop with the sales team. I introduced them to the structure of a discovery call, and we ran multiple roles plays. Here is what we covered:
1. How to start a discovery call
We started by clarifying their current process and I showed them the structure of a good agenda agreement.
2. How to find problems and quantify them
We explored various tactics to find problems, quantify them, and help prospects take action to solve them.
3. How to close a discovery call
Finally, I showed the team how to book next steps and end every discovery call with a good understanding of the energy of a deal.
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