Solar At Scale - Solar Setter Mastery

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Solar At Scale - Solar Setter Mastery

3. Triage Call

Triage vs Discovery Call

The goal of the appointment setting call is to give an overview of Solar might be able to do for them, but really, it is to focus on the PROBLEMS.

That’s why I even like to refer to the Triage call as the “Problem Call”.

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Triage vs Discovery

Triage

⁠

Learn to pronounce⁠

⁠

noun

the preliminary assessment of patients or

casualties⁠

in order to determine the

urgency⁠

of their need for treatment and the nature of treatment required.

"the clinic will be dedicated to the triage and treatment of patients with respiratory illnesses"

Discovery

noun

the action or process of discovering or being discovered.

"the discovery of the body"

Triage is the preferred term because it alludes to the fact that it is not just about “discovering” and asking the prospects logical questions, but it is also about preparing the prospect for the sales call the right way and it is about the urgency of their need for treatment.

Great sales today is like going to the doctor. There is a triage to make the best use of the Doctor’s time, and they diagnose before they prescribe, meaning they diagnose the problem properly before presenting a solution.

Action Items

Read the

Fresh Lead Triage⁠

script thoroughly.

Pay attention to the questions we ask on the script, particularly in the

Problem Awareness⁠

section.

Are the questions surface level or are they Triage questions?

What are we trying to achieve by asking the prospect these questions?

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