True or False? You should NOT identify the prospect’s budget and authority during the “explore” step of the discovery call.
- True. It’s too early in the relationship to discuss budget and authority.
- False. Identifying the prospect’s budget and authority are critical to qualifying a prospect and understanding if and how you can help them.
- True. Budget and authority are discussed during the “recommend” step of the discovery call.
- False. Identifying the prospect’s budget and authority should be established first during the “explore” step of the discovery call.