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“Disco” with Will Aitken

November 30, 2022

If you’re in sales you’ve probably been to a few “Discos” in your time! 🕺

This week on No Nonsense Sales: Will Aitken, the Head of Sales Content at Sales Feed and co-founder of Social Social, puts on his dancing shoes to give his thoughts on what makes a great discovery call.

He gives Tom Boston a chance to put his acting skills to the test in a live sales roleplay. What makes a great discovery call? What questions should sellers ask to get the most from a discovery? Learn all of this and more in this latest episode.

“Discovery is by far one of the most important stages of the sales process. If you get this wrong, then you might be chasing a deal that’s never going to close.” – Will Aitken

Listen below to the entire podcast episode or on Apple Podcasts here.

In this episode, get Will’s take on:

  1. How to manage “no-shows” on discovery calls
  2. What questions reps should ask for a successful discovery call
  3. What to look for when conducting a discovery call with a prospect
  4. Tips for ways to frame the conversation during a discovery call to uncover problems and goals from a prospect
And check out the No Nonsense Sales Spotify playlist: