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How to Deliver the Perfect Discovery Call – In Just 7 Minutes with Stephen Steers

Why you've got to check out this episode

  • Discover how to deliver the perfect discovery call and guide potential clients through a structured process.
  • Learn the common mistakes businesses make when trying to convert leads and how to avoid them.
  • Get actionable tips on how to create a more engaging and effective sales conversation without feeling salesy.
Click here to get Stephen's valuable free resource.
Prefer to read? Download transcript

Resources / Links

Summary:

Are you struggling to convert leads into clients during your sales calls? Many professionals find themselves unsure of how to effectively engage potential clients after generating interest.

In this episode, Stephen Steers shares his expertise on delivering the perfect discovery call, emphasizing the importance of a structured approach to guide conversations and increase conversion rates. He discusses the common pitfalls that salespeople encounter and provides valuable insights on how to create a more human and engaging sales experience.

Check out these episode highlights

  • 02:01- Stephen's ideal clients: Professional services companies, coaches, consultants, agencies, and software companies.
  • 02:31 - The problem Stephen helps clients solve: Increasing conversion rates and guiding leads through a structured discovery process.
  • 03:33 - Symptoms of the problem: Not converting calls and uncertainty about why leads are not moving forward.
  • 04:36 - Stephen’s Valuable Free Resource: Download the OCGC Call Script Template at stephensteers.com/podcast.
  • 05:50 - Common mistakes clients make: Winging it during calls and not using a script to guide the conversation.
  • 06:33 - Stephen's top tip: Record your calls to identify areas for improvement and learn from your conversations.
  • 07:12
    Q: What are the four questions a business owner or a salesperson should ask before they tell any stories?
    A: Understand what's at stake, what the audience wants, how to evoke feelings, and what action to guide them towards.

Tweetable Takeaways from this Episode

"If you don't use a script, you don't know where you went wrong. If you aren't following through on a process, if you don't know where the constraint is, you can't fix it."

Stephen Steers Tweet
About Tom Poland

I am a Marketing Mentor who started my first business at age 24 and has gone on to start and sell four others, taking two of them international. In that time I managed teams of over 100 people and annual revenue of more than 20 million.

These days my thing is “Leadsology®: The Science of Being in Demand” which is a blended learning program that gives professional advisors a model for generating a flow of high-quality, inbound, new client enquiries into their businesses almost every week of the year.

Over 2000 business owners across 193 different industries and 4 continents have been through my programs and many have gone on to add millions to their earnings and their testimonials are available on this website

My work has been published in 27 countries and I’ve also shared international speaking platforms with the likes of Michael Gerber of E-Myth fame, Richard Koch from the 80-20 Principle, Brian Tracy and many others.