Finding Value in the First Call: Asking the Right Questions with Bryan Whittington

<p><strong>Bryan Whittington</strong> is the founder of <a href= "https://ebsgrowth.com/">ebs/growth</a>, a firm that helps companies create a more effective sales team. Also, he is the host of the <a href="https://ebsgrowth.com/podcast/">Talent Sales & Scale podcast</a>, and was a sales trainer for over ten years.</p> <p>In this episode, Bryan discusses how he handles exploratory or discovery calls. He explains how he talks with his clients and potential clients in order to find the root cause of their problems, and shares some of his techniques to get these clients to propose the possible solutions to their problems themselves.</p> <p> </p> <p><strong>Why you have to checkout today’s podcast:</strong></p> <ul> <li>Learn how an expert like Bryan Whittington handles discovery calls</li> <li>Acquire new techniques in scrutinizing your clients’ problems</li> <li>Discover smart ways to find a solution to your clients’ problems</li> </ul> <p> </p> <p><strong>“Pricing is a belief. You either believe that your price is not worth what you're asking, or you're able to convey that your price is worth it to your prospect, your buyer. But price is absolutely a belief. You choose which belief you want.”</strong></p> <p>– <em>Bryan Whittington</em></p> <p><strong> </strong></p> <p><strong>Topics Covered:</strong></p> <p>01:15 – How Bryan got into pricing</p> <p>02:08 – Selling value vs. selling a commodity</p> <p>05:08 – What to avoid when having a discovery call</p> <p>07:02 – How to handle a discovery call, step 1</p> <p>09:23 – Why it is better to setup that next meeting</p> <p>13:30 – How to handle a discovery call, step 2</p> <p>14:19 – Why you shouldn’t allow your clients to rate their problem a 7/10</p> <p>15:01 – How to handle a discovery call, step 3</p> <p>17:59 – Finding out the root cause of the clients’ problems</p> <p>22:54 – When and how to name the price of your solution based on the magnitude of the problem</p> <p>24:46 – Pricing table topics: “Salespeople use every tool available to close a deal. When given