When you get the Right Contact on the line. there are 5 major tasks that you are looking to accomplish. These include:

  • Introduction
  • Quick Discovery/Prequal
  • Pain Points
  • Interest Piquing
  • Get commitment on next steps

Quick Discovery

  • Questions that help you quickly identify if this is a qualified target, meaning, this prospect fits your basic definition of a qualified lead.

Pain Probing

  1. Using Questions to Probe for Pain
    • What are you most concerned about regarding….?
    • What keeps you up night?
    • If you had a magic wand, what…
    • What is your most different/pressing …..?

Pique Interest