Discovery Is the Engine That Drives Sales

On this episode of The WP Minute’s Agency Action podcast, Toby Cryns and Kurt von Ahnen discuss the critical aspects of sales. They emphasize the importance of making the first sale and the challenges of discussing discovery with potential clients. Toby believes that securing the first dollar is crucial for future sales success and warns against getting caught up in discussions about the value of discovery, as it may indicate a lack of direction in the sales conversation. You’ll find plenty of actionable tips for refining your sales techniques.

Takeaways:

• If you can get dollar one, you can get dollar $50,000.
• The first sale is crucial for future success.
• Engaging in discovery discussions can indicate losing ground.
• Focus on the client’s future rather than past discussions.
• Sales conversations should be directed towards value creation.
• Understanding the client’s needs is essential for closing deals.
• Avoid getting sidetracked by less relevant topics.
• The art of selling involves strategic conversations.
• Building rapport is key to successful sales.
• Sales success is about mindset and approach.

Important Links:

• Kurt’s Agency: Mañana No Mas
• Toby’s Agency: The Mighty Mo!
• Follow Kurt & Toby:
  LinkedIn: Kurt | Toby
• Agency Action Podcast: thewpminute.com/subscribe