---
tags: Module 7
---
# Introduction to Module 7


If you're reading this, you've likely gotten somebody (a prospect) interested in jumping on a meeting with you.

:::success
🥳 Congratulations! you're now ready to qualify that prospect by performing a discovery call.
:::

Welcome to the next stage in the sales process: it's time to qualify!

 
## Module Objective
You are now at the final stage of your mission. Therefore, your module objective will be to:

- [ ] Schedule 1 qualified demo meeting

Or in other words:

- [ ] Create 1 qualified opportunity

**For this to happen, you need to conduct a discovery call where your prospect agrees to jump on a demo meeting.**

:::info
**Remember:**
:bulb: An opportunity is a prospect who has met your qualification criteria and has a good probability of becoming a customer.
:::

Let's go 🚀

 
## 🤔 Why do I need to qualify my leads?

:::info
:bulb: [A study by Sales Insights Lab](https://salesinsightslab.com/sales-research/) in 2019 found out that 50% of prospects will not be a good fit for what you’re selling.
:::

**The main objective of qualification stage is to determine whether or not you and your buyer are a good fit for each other so you don't waste precious time.**

In simpler terms – qualifying a lead or prospect means determining whether or not they are worth your time.

 
## Understood. How do I qualify leads?
**Enter discovery calls!**

A discovery call is the first conversation with a prospect after they show initial interest in your product.

:::info
The objective of a discovery call is to dive deep into your buyer’s pain points, priorities, and goals so you can:
 
- Qualify or disqualify them.
- Effectively sell to them.
:::
During a discovery call, you qualify the prospect for a certain set of criteria pre-defined by your company.

We will cover this shortly, for now let's have a look at the Module Summary 👇
 
## Module Summary
Don't worry, we will walk you through everything you need to know to ensure you perform the most effective discovery calls possible.

We will cover:

:::info
**Module 7 sections**
 
1. **Dealing with inbound leads**
Until now, we've focused mostly on outbound lead generation. Nevertheless, chances are at some point you will have to deal and interact with inbound leads (leads that approach you directly). Before we dive deep into qualification and discovery calls, we will show you how to do this in an effective manner.

2. **Introduction to qualification and discovery calls**
We will cover why it's important to qualify leads, and one of the most effective frameworks to do so: BANT. We will then introduce you to the basics of discovery calls.

3. **Step 1: Plan and research**
We will dive deep into the first step of conducting a succesful discovery call - preparing well!

4. **Step 2: Introductions - setting the tone**
We will continue by covering how to manage the initial minutes of a discovery call to set ourselves up for success.

5. **Step 3: Need Discovery - Effective listening and questinoing**
The bulk of the call will be discovering your prospects needs and pain points. We will give you a framework on how to do that.

6. **Step 4: Qualify and close**
We will finally cover how to qualify the prospect once you've established buy-in, and how to effectively close the next steps.

7. **Your turn: assignments**
You will be tasked with conducting your discovery calls to close 5 opportunities and complete your mission.
:::
 
## Requirements to progress
To progress onto the next stage, you must complete your mission:

- [ ] **Schedule 1 qualified demo meeting**

Let's get started!

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