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Frequently Asked Questions
Do I need to follow this full system?
Explore whether you need to adopt our full system or tailor it to fit your unique needs and business scale, with an invitation to discuss its adaptability for high-value services.
How to dig deeper in a sales call
Enhance your ability to probe deeper in sales conversations, fostering a connection that uncovers the core needs and challenges of your clients.
Ways to ask prospects for permission
Discover respectful strategies to ask prospects for permission during sales conversations, enhancing comfort and cooperation in sensitive discussions.
Do I need to follow this full system?
Explore whether you need to adopt our full system or tailor it to fit your unique needs and business scale, with an invitation to discuss its adaptability for high-value services.
What is a Discovery Call?
Uncover the essence of a discovery call, a crucial step in the sales process that helps you understand your prospective client’s needs and challenges.
What is a Qualification Call?
Learn about the qualification call’s role in building relationships and excitement, and its strategic importance in the sales process.
Where does a Capabilities or Credentials Deck go?
Find out where and how to effectively integrate your capabilities presentation or credentials deck within the discovery call, especially tailored for larger clients.
Do I need to follow this full system?
Explore whether you need to adopt our full system or tailor it to fit your unique needs and business scale, with an invitation to discuss its adaptability for high-value services.
Ways to ask prospects for permission?
Discover respectful strategies to ask prospects for permission during sales conversations, enhancing comfort and cooperation in sensitive discussions.
What is a Discovery Call?
Uncover the essence of a discovery call, a crucial step in the sales process that helps you understand your prospective client’s needs and challenges.
What is a Qualification Call?
Learn about the qualification call’s role in building relationships and excitement, and its strategic importance in the sales process.
Where does a Capabilities or Credentials Deck go?
Find out where and how to effectively integrate your capabilities presentation or credentials deck within the discovery call, especially tailored for larger clients.
How do I know if I found the hidden problem?
Learn to identify the hidden problems of your clients by understanding their deepest concerns and emotions, a key to building stronger relationships.
I am not sure how my outcomes apply to the challenges?
Explore how to align your services with client challenges effectively, with an encouragement to seek guidance and feedback through community interaction.
I do not feel comfortable aligning creatives to outcomes
Address the challenge of linking creative work to tangible outcomes and discuss the importance of measuring impact to enhance value and client satisfaction.
Ways to ask prospects for permission?
Discover respectful strategies to ask prospects for permission during sales conversations, enhancing comfort and cooperation in sensitive discussions.
What if I am not sure what the challenges are?
Learn to identify your clients’ challenges through direct engagement or research, particularly useful if you’re entering a new niche.
What if I can not get the decision makers on the call?
Discover strategies to ensure decision makers are present during crucial sales calls, maximizing relationship building and alignment on project goals.
How to dig deeper in sales a call
Enhance your ability to probe deeper in sales conversations, fostering a connection that uncovers the core needs and challenges of your clients.
How to invite prospects to say no?
Learn the art of empowering prospects to feel comfortable saying no, which can paradoxically increase engagement and positive decision-making.
How to stress their decision making power?
Explore techniques to emphasize the client’s decision-making power during proposals, fostering a sense of ownership and collaboration in the decision process.
I do not feel comfortable aligning creatives to outcomes
Address the challenge of linking creative work to tangible outcomes and discuss the importance of measuring impact to enhance value and client satisfaction.
Ways to ask prospects for permission
Discover respectful strategies to ask prospects for permission during sales conversations, enhancing comfort and cooperation in sensitive discussions.
What if I can not get the decision makers on the call?
Discover strategies to ensure decision makers are present during crucial sales calls, maximizing relationship building and alignment on project goals.
How to gain control in the conversation, while not threatening them?
Learn strategies to maintain control in conversations without being overbearing, ensuring a welcoming and productive dialogue with prospective clients.
Can I change the script?
Discover how to personalize the script to better fit your style and context while maintaining the core journey and ethos intended for your client interactions.
Can I change the script?
Discover how to personalize the script to better fit your style and context while maintaining the core journey and ethos intended for your client interactions.
Getting their why, desires, hidden wants
Explore effective techniques to uncover the deep-rooted personal motivations of your clients, enhancing your ability to cater to their specific needs and desires.
How to challenge mindset
Learn to tactfully challenge and reshape clients' preconceptions, facilitating a more open and productive dialogue without causing defensiveness.
How to gain control in conversation, while not threatening them?
Learn strategies to maintain control in conversations without being overbearing, ensuring a welcoming and productive dialogue with prospective clients.
Do I ask all the qualification questions?
Understand the importance of selecting the most relevant qualification questions to avoid overwhelming clients, fostering a more engaging and focused conversation.
Key takeaway from "about them"
Gain insights into the importance of allowing clients to share about themselves, creating a personal connection and understanding their market positioning.
Key takeaway in the intro
Discover how to set a relaxed and advisory tone from the start of your calls, making clients comfortable and open to the conversational flow.
Key takeaway in the why
Learn to identify the immediate motivations behind a client's decision to seek your services, providing crucial context for your engagement strategy.
Key takeaway in what needs fixing
Understand the benefits of having both a qualification call and a discovery call to build familiarity, trust, and a thorough understanding of client needs.
Which questions to ask
Determine the most impactful questions to ask during the qualification phase to ensure you align with the client’s needs and confirm their suitability.
Can I change the script?
Discover how to personalize the script to better fit your style and context while maintaining the core journey and ethos intended for your client interactions.
Getting to the why, desires, hidden wants
Explore effective techniques to uncover the deep-rooted personal motivations of your clients, enhancing your ability to cater to their specific needs and desires.
How to challenge mindset
Learn to tactfully challenge and reshape clients' preconceptions, facilitating a more open and productive dialogue without causing defensiveness.
How to gain control in conversation, while not threatening them?
Learn strategies to maintain control in conversations without being overbearing, ensuring a welcoming and productive dialogue with prospective clients.
Role Play Walk Through of Discovery Session
This is a video of a skills session with agency owners walking through their discovery call script.
Book a meeting from a meeting!
Why is it so important to book a meeting from a meeting? You should be doing this with every sales call.
Managing the welcome section
How to conduct the welcome section of the discovery call.
How to review the background section
Step by step on how to review the background section of the discovery call.
Web Design - Creating Background Questions
A review of how to think about the background questions for a web design agency.
Content Agency - Creating Background Questions.
A review of the questions to consider in the background section for a content agency.
Brand & Design - Creating Background Questions.
A review of the background questions for Branding and Design Agencies.
Digital Agency - Creating Background Questions.
Review of how to create the background questions for a digital agency.
SEO & Traffic - Creating Background Questions.
A Review of what questions to consider for an SEO and traffic agency.
Review of the Objectives Section
Review of the objectives section of the discovery call script.
Review of the Challenge Section
A review of the challenge section of the discovery call.
Review of the Impact and Timing Section
A review of the Impact and Timing section of the discovery call script.
How to prep for the discovery call?
A sales call can feel overwhelming, but the lead-up and confidence is key to making a sale. Here are a couple tips on prepping for a sales call.
What is 3rd Party Selling?
3rd Party selling is the verbal version of a case study used at strategic points of a sales conversation to increase confidence and reduce the perceived risk.
What is the most effective sales method?
Challenging a prospective client during a sales conversation is the most effective method or tool in a sales persons toolbox.
How can I connect with prospects in a meaningful way?
A sales conversation is working to build a relationship quickly with a prospect. You need to build rapport with them quickly.
Consultative sell vs selling as a widget
The goal here is to no longer be selling widgets but to consult with your clients. It is important to change the way that we interact with prospective clients, giving them advice not just selling them the things that they ask for.
But what if I do not like sales?
When we hear that someone does not like sales, it is because of how sales makes them feel. Sales should not be a pitch it should be about a mutually beneficial relationship whereby you help them accomplish their goals through what you do well.
Asking questions that feel invasive
Learn how to handle sensitive questions with confidence to prevent discomfort and maintain professionalism in client interactions.
Can I change the script?
Discover how to personalize the script to better fit your style and context while maintaining the core journey and ethos intended for your client interactions.
Getting the their why, desires, hidden wants
Explore effective techniques to uncover the deep-rooted personal motivations of your clients, enhancing your ability to cater to their specific needs and desires.
How to gain control in conversation, while not threatening them?
Learn strategies to maintain control in conversations without being overbearing, ensuring a welcoming and productive dialogue with prospective clients.
Is the close where we make the sale?
Discover the distinction between closing and selling, focusing on the transition from an emotional to a rational buying decision in the sales process.
Is the close where we make the sale?
Discover the distinction between closing and selling, focusing on the transition from an emotional to a rational buying decision in the sales process.
Do I need to use both Tie-Downs and Price Anchors in each call?
Learn when and how to effectively use tie-downs and price anchors in sales conversations, tailoring the technique to the client's familiarity and the scale of the organization.
How to use Price Anchors?
Explore strategies for introducing price anchors effectively during qualification and proposal stages to guide clients towards seeing the value of your services.
How to use Tie-Downs in conversation?
Understand how to employ tie-downs to guide clients through their objections and lead them to a positive conclusion, enhancing their agreement with your proposed solutions.
How to think about inclusions and exclusions
Inclusions and exclusions are often something overlooked by agencies in their proposals leaving them open to confusion and misaligned expectations with the client.
Proposal - Accountability Section
Review of the accountability section and what should be included.
Timeline Section Review
Review of the timeline section of the proposal.
Consultative sell vs selling as a widget
The goal here is to no longer be selling widgets but to consult with your clients. It is important to change the way that we interact with prospective clients, giving them advice not just selling them the things that they ask for.
Can I change the proposal script?
Scripts can feel rigid sometimes, and you may wonder if you should change things from this script.
Importance of reducing perceived risk and increasing confidence
Prospective clients will naturally have a block or defense mechanism making them cautious of trusting people. How do you have them understand the risk associated with not moving forward with your agency, and increase their confidence in you?
Why should I never email a proposal without first presenting it?
This is the number 1 mistake that agencies make in their sales process, sending a proposal without any context to the thinking or value. Leaving the entire decision on the price, making their sales process a race to the bottom of price.
What is the most effective sales method?
Challenging a prospective client during a sales conversation is the most effective method or tool in a sales persons toolbox.
Why is 3rd Party Selling?
3rd Party selling is the verbal version of a case study used at strategic points of a sales conversation to increase confidence and reduce the perceived risk.
Can I include an agreement with the proposal?
Learn the benefits of including an agreement with your proposal, a strategy that can significantly shorten the sales cycle and facilitate a smoother client commitment.
Does this proposal include enough information?
Consider the balance of information in your proposals to avoid overwhelming clients, focusing on providing just enough detail to support informed decision-making without causing decision paralysis.
Is the close where we make the sale?
Discover the distinction between closing and selling, focusing on the transition from an emotional to a rational buying decision in the sales process.
I get a lot of questions during a sales call
If you are getting a lot of questions during your sales calls, you are leaving your agency vulnerable to objection. Managing these questions and objections is key to closing a sale.
Importance of reducing perceived risk and increasing confidence
Prospective clients will naturally have a block or defense mechanism making them cautious of trusting people. How do you have them understand the risk associated with not moving forward with your agency and increase their confidence in you?
What if I have other objections not covered?
If you have objections that we did not cover in the training, here is what we suggest.
What is 3rd Party Selling?
3rd Party selling is the verbal version of a case study used at strategic points of a sales conversation to increase confidence and reduce the perceived risk.
What is the most effective sales method?
Challenging a prospective client during a sales conversation is the most effective method or tool in a sales persons toolbox.
Is the close where we make the sale?
Discover the distinction between closing and selling, focusing on the transition from an emotional to a rational buying decision in the sales process.