Are you handling your sales calls wrong? This video will tell you if you are. In B2B Sales there are two types of initial calls. There are inbound calls that were set up where a potential customer filled out a web form on your website or called in. Then there are calls that were set up from outbound prospecting which could have been through a cold call, cold email, or linkedin message. Here is the problem. If you or a salesperson used outbound prospecting you have to handle the call in the beginning from a different positioning because the customer isn’t in enough pain yet or doesn’t really realize they have a big problem worth trying to solve. Here’s what I mean: you might be able to get a prospect's attention through outbound prospecting but that doesn’t mean they are ready to buy. Whereas on an inbound lead that prospect obviously is enough pain and they know it to look for a solution. See the difference? So here are some tips on how you can approach these two different calls. If the lead came through outbound, start off the call asking how they approach the current process? Gather information. Ask what the problems are with that process. Ask them if they’ve tried to solve this problem before? Ask them what solutions they’ve tried? What didn’t they like about them? What would be your ideal solution? You need to get a lot of info to army you with how to tailor your pitch when outbound prospecting. Also you need to grab their attention here with more social proof like name drop who’ve you’ve worked with them to increase their attention. For example with my restaurant call center I could say something like we’ve helped Denny’s increase their revenue 40% by streaming and centralizing their phone orders. Or you can educate them on the problem to amplify it. So I would throw out something like, ‘were seeing that major chains are missing out 50% of their inbound phone calls.” So there missing out on millions of dollars in revenue per year by simply answering the phone for them. Do you see what I’m doing here? Now they’re realizing woah this is a bigger problem than I thought? Maybe this should be a bigger priority for us. So that's how to approach a discovery call on an outbound lead. The pro’s with outbound is that youc an really fill up your pipeline faster. The cons are it’s harder to close. On an inbound lead it’s going to be easier to close but you’ll have fewer leads. You can handle an inbound call without having to say as much and less education. You can essay things like questions like. What made you reach out to us? What's the problem you’re trying solve? Then you can explain your solution and name drop companies like them you’ve helped. And there you go now. Now you know how to approach your initial sales call if the lead was an outbound or inbound lead. I put together a cheat sheet that you can grab by clicking on the link in my bio or below this page. It’s free. Go grab it. And if you found this helpful please like it and share it so I’ll send you other tips on how to get traction and scale your business. If you found this helpful please like it and share it so I’ll send you other tips on how to get traction and scale your business