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Your Opening Sales Call Sucks

Updated: Sep 2


Tumbleweeds because a salesperson did not prepare for first discovery call
Why opening a sales call, avoiding discovery call mistakes, prepping effective sales conversation starters, and tools for sales trust-building is so important across the whole sales cycle.

The Cost of Poor Openings - How to Open a Sales Call

Ever had a deal ‘disappear’ after a great conversation? When opening a sales call, everything feels right. Rapport has been built through sold sales conversation starters. You like them, and seemingly they like you.


Then unbeknownst to you, you start making discovery call mistakes.


It’s not because they didn’t like your solution. It’s because solving the problem wasn’t a priority. It was because of the opening of your sales call.


Steps to Open Strong

Here’s a one-question test to uncover if they’re serious when opening a sales call:


🔹 “What happens if this doesn’t get solved this quarter?”


If their answer is vague, or they shrug it off, you’re not in a real deal.


  • No short-term impact = No urgency.

  • No urgency = No decision.

  • No decision = Another deal lost to ‘maybe later.’


How Openings Impact the Close

Great sellers don’t just qualify problems, they qualify timing.


Poor sellers don't have great sales conversation starters, make discovery call mistakes and miss sales trust-building, all which are so important when opening.


Want to go deeper? I break this down step-by-step in my free training on Problem-Centred Selling.



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