Solar At Scale - Solar Setter Mastery
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3. Triage Call

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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
noun
the preliminary assessment of patients or in order to determine the 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 script thoroughly.
Pay attention to the questions we ask on the script, particularly in the 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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