... so why are you still doing them?

95% of fractional executives base their sales process on starting with a discovery call or conversation. How do you know if your prospect has one or more issues that you can help them with if you don’t ask? Whether you must do a discovery conversation depends on your level of genius or as the lawyers like to call it your intellectual property.

Fractionals with insight and wisdom don’t do discovery conversations because they don’t need to discover. Prospects engage with these fractionals to discover the truth as to why they are in pain or why an opportunity seems out of reach. In this discovery conversation, the prospect learns from the fractional the path forward allowing them to go from squalor and misery to prosperity and success.

If you have insight or wisdom, then stop doing discovery calls and start helping those in your target market discover what’s holding them back. Every time you do a discovery call, you are telling your prospect you’re average.

Connect with Jay

Email me at jay.kingley@referabilitymaven.com to set up a conversation to discuss your gap and if it is large enough what you can do to close it. Also email me if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.