--- tags: Onboarding training --- # Introduction to Module 7 ![](https://i.imgur.com/XCnJlkv.png) 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! &nbsp; ## 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 :::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 🚀 &nbsp; ## 🤔 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. &nbsp; ## 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: &nbsp; - 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 👇 &nbsp; ## 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** &nbsp; 1. **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. 2. **Step 1: Plan and research** We will dive deep into the first step of conducting a succesful discovery call - preparing well! 3. **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. 4. **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. 5. **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. 6. **Your turn: assignments** You will be tasked with conducting your discovery calls to close 5 opportunities and complete your mission. ::: &nbsp; ## Requirements to progress To progress onto the next stage, you must complete your mission: - [ ] **Schedule 1 qualified demo meeting** Let's get started! <style> body > .ui-infobar, body > .ui-toc, body > .ui-affix-toc, body > .ui-community, body > .document-footer { display: none !important; } </style>