Closing calls are sexy. They’re the calls where a deal gets moved across the line, contracts get signed, and commission checks go right into your pocket.

To get there, however, you’ll first need to take your prospect through the entire sales process — beginning with a discovery call.

Discovery calls are important because they increase the chances of a closed-won deal later down the line. Depending on who you sell to and what you sell, you could spend 10 to 20 hours with your prospect. You should have a good idea of whether the deal will close and for

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