---
# System prepended metadata

title: Introduction to Module 7
tags: [Onboarding training]

---

---
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!

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