If you've been talking to a prospect for longer than 20 minutes and they aren't ready to engage you or you haven’t determined whether they're a good fit, something is wrong with your approach. Your prospect wants something: either an end to their pain or a dream come true. It’s your job to find out what that is. Begin your conversation there. The one-call close can work for you consistently if you qualify the people you’re initially speaking with early and if you’re following a step-by-step blueprint to close sales. By putting in a little extra effort to address concerns and appeal to your client’s emotions, you can take almost any sales call and potentially turn it into a one-call close.

Learning Objectives:

• Practice the art of the pre-sell


• Identify client’s objections and goals


• Determine the definition of success framework of discovery calls