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The "Running the Bases" Approach to Discovery Calls

Updated: Oct 10, 2023

In the world of sales, the discovery call is our opening pitch and sets the tone for the rest of the game. It's our chance to step up to the plate, connect, and hit a home run for our prospects. Today, I want to share a method that has consistently proven its worth – "Running the Bases."

🥇 First Base: Prospects' Current Situation

Before we swing for the fences, we must understand where our prospects are standing right now. First base involves diving deep into their current situation. What are their pain points? What's working, and more importantly, what's not? It's about establishing a strong foundation of knowledge.

🥈 Second Base: Goals and Objectives

Now that we've reached second base, it's time to focus on where our prospects want to go. What are their goals and objectives? What does success look like to them? By understanding their aspirations, we can align our pitch to help them achieve those dreams.

🥉 Third Base: Challenges in Achieving Goals

Third base is where the rubber meets the road. We must identify the obstacles standing in the way of our prospects' goals. What challenges do they face, and what's been holding them back? This phase is about pinpointing the pain, showing empathy, and demonstrating that we're here to help.

🏠 Home Base: Providing Solutions

Finally, we round home base by offering tailored solutions to the problems we've uncovered. It's not about a one-size-fits-all approach; it's about addressing their unique pain points with a custom-fit solution. By the time we get here, we've built trust, showcased our expertise, and are ready to knock it out of the park.

⚡ Why "Running the Bases" Works:

It's a comprehensive approach that ensures we don't miss critical details.

It demonstrates our commitment to understanding and solving our prospects' challenges.

It builds rapport and trust, paving the way for a smoother sales journey.

It positions us as problem solvers, not just product pushers.

💪 Remember: The goal isn't just to make a sale; it's to create value and solve problems for our prospects. "Running the Bases" is a winning strategy that can help us hit more home runs in our discovery calls and throughout the sales process. So, who's ready to step up to the plate and give it a try? Let's swing for the fences!


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