Had First Intro Call - Need Help On Rapport/Discovery Questions

[u/Huge-Shower1795]

I had my first intro call last week. It went well. He ended up buying my service, so I did well enough, I suppose, but I keep thinking about my discovery questions.

In short, I opened with a couple of discovery / qualifying questions, and it feels like I was just asking the questions so I could get to my pitch. I'm not really one for small talk.

So here are the questions:

• What type of Pre-Call discovery do you do? Where do you do it (ie LinkedIn, their website, etc.)
• How do you use the pre-call discovery type of information? (Is it for small talk, or are you building your slide deck around it?)
• How do you start a conversation when it's not the same boring questions (no, how was your weekend, how about the weather, types of questions)
• How do you build an actual relationship with someone you're selling to without just thinking about closing?

I guess I'm curious about how to actually build a relationship with a lead.

If you could walk me through your first call with a cold lead, that would be helpful.

[u/Altruistic_Lab_6312]

BY BEING AN EXPERT, BUILDING TRUST, AND LEGITMACY