Episode 184 – Discovery: Listener Questions Answered

Episode Overview

Today Gina and Susanna are back with what is quickly becoming a fan favorite. They are again taking listener’s questions and digging into them, giving you real-world examples, advice, and training on how to level up your sales game. And this time they cover one of Gina’s favorites, discovery. The main questions asked in this episode are:

 +How can I show a client that I’m actively listening?

 +My client complained I never get to the point because we do such a deep discovery, they feel it goes around in circles and they want to get to the proposal more quickly. (ie. I just want to know how much this is going to cost)

 +How can I make my client feel at ease on a discovery call because often they seem inhibited?

Within their answers they talk about “golden” discovery questions, how to balance a framework and genuine conversation, the power of “tell me more”, why preparation is everything, ways to disarm your prospect, having attention control, tips for remote video meetings, doing “call-backs”, and Susanna tells her number one reason why people are failing at discovery calls.

More about Gina

Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic

Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. 

“Sass without too much crass” is how Gina Trimarco describes herself. A high-energy entrepreneur, engager, speaker, trainer, improv comedienne, and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

More About Susanna

After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites.

She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting.

With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles.

Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values.

Susanna is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

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