Discovery: Listener Questions Answered
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Today Gina and Susanna are back with what is quickly becoming a fan favorite. They are again taking listener\'s questions and digging into them, giving you real world examples, advice, and training on how to level up your sales game. And this time they cover one of Gina\'s favorites, discovery. The main questions asked on this episode are:
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+How can I show a client that I\\u2019m actively listening?
+My client complained I never get to the point because we do such a deep discovery, they feel it goes around in circles and they want to get to the proposal more quickly. (ie. I just want to know how much this is going to cost)
+How can I make my client feel at ease on a discovery call because often they seem inhibited?
Within their answers they talk about "golden" discovery questions, how to balance a framework and genuine conversation, the power of \\u201ctell me more\\u201d, why preparation is everything, ways to disarm your prospect, having attention control, tips for remote video meetings, doing \\u201ccall-backs\\u201d, and Susanna tells her number one reason why people are failing at discovery calls.
More about Gina
Engagement Expert \\u2013 Speaker \\u2013 Sales Trainer \\u2013 Entrepreneur \\u2013 Improv Comic
Gina is a Master Sales Trainer for Jeb Blount\\u2019s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.\\xa0
\\u201cSass without too much crass\\u201d is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.
Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to \\u201cstalk\\u201d her business role model Jeb Blount and convince him to hire her \\u2026 and sponsor this podcast!
More About Susanna
After graduating from Cambridge University in Music and Education,\\xa0Susanna\\xa0took her first sales role selling advertising space on websites.
She\\u2019s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting.
With 14 years of experience in recruitment,\\xa0Susanna\\xa0challenges this mindset through her successful business sourcing sales professionals into recruitment roles.
Susanna\\xa0decided to become a Sales Gravy Master Trainer because Sales Gravy\\u2019s vision matches her own beliefs and values.
Susanna\\xa0is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.
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