Short excerpt from a YouTube video (Feb 24, 2024) advising salespeople on how to demonstrate leadership during discovery calls. Key guidance: if a prospect isn't ready, withhold the pitch (‘reserve the offer’), send warming resources, and schedule a follow-up call so the seller retains control and preserves leverage rather than pitching too early and risking the deal.
If I'm in a discovery portion of my sales call and I feel like they're just not ready, I'm going to reserve the offer. I'm going to send. I'm going to schedule another call in a couple of days. I'm going to send them some resources to warm them up, because if I pitch too soon, I'm going to burn the deal. Because once you pitch, you lose all your leverage. There's no reason for them to show up. So. But for somebody who's like, yo, like, please let me buy Kyle, like, please, like, show them the prices and close. But if you feel like somebody's just not quite there yet, reserve after that. After that, that discovery portion, reserve the diagnosis and the rest of it for just be like, hey, I'm going to take some time. I really want to make sure this is the right fit for you. And then we'll go over it in the next call. And that's really called having leadership on the call. Because then you're deciding where the call is going to go. Instead of them deciding, you're going to get really good at this, and you're going to realize, hey, this guy's probably not going to close on this call, so I'm going to take it away from him and I'm going to hold the power and I'm going to dictate where we go.
