How to properly structure a discovery call and first presentation

When we engage with potential prospects in a sales cycle, there are 3 key things we need to understand: why anything, why now, why us. Too often salespeople rush into Why Us, trying to explain to a prospect why we are the best choice for them. The best of the best follow a more structured model, understanding first why the prospect would do anything, then understand why is now the best time, all before presenting the case for why they are best to solve it. In this episode I give some tips on how to prepare for an execute a sales call in the most effective manner.