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tags: A2, 01, Prospecting
---
# Keep your objective in mind

Many people believe you should start selling as soon as you jump on the phone with a lead. **This is a guaranteed recipe for disaster.**

Remember the buyer's journey? At the top of the funnel, a lead is still not ready for a hard sales pitch. They will run away - fast! 🏃‍♂️

You need to slowly nurture your prospect through the funnel, and keep in mind your objective at each stage of the process:

### 1. First contact
**Objective**: Agree to a discovery call.
Whether you cold-email, call or connect with a lead, the first contact you have with them should focus on agreeing with them to jump on a discovery call. No selling.

### 2. Discovery call
**Objective:** Qualify the prospect and deep dive into their needs.
As you will see in Module 7, at this stage, you're still not selling! You're looking to qualify your customer to make sure they're worth selling to and diving deeper into their needs.

### 3. Demo call
**Objective:** Showcase your product and how it solves your customers needs to secure buy-in.
This is when the selling actually starts to happen. At this stage, you know your customer is worth selling to and you can solve their needs (because you've qualified them through your discovery call).

### 4. Proposal call
**Objective:** Close the deal.
If the demo call goes well, you send over a proposal and schedule a call to go over it and close the deal.

Make sure to keep in mind your objective at each stage in the sales process and don't jump too soon into selling mode! 🤖

**At this stage (first contact), you should be laser focused on getting the lead to agree to a discovery call.**

Let's continue!

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