#166 - Club Playbook: Run discovery with a point-of-view (ft. Sarah Brazier)
30 Minutes to President's Club | No-Nonsense Sales
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Introduction
Sarah Bracer: Discovery much like a good meal is a process that needs to be experienced. A lot of reps go straight into asking questions and it feels like an interrogation, she says. Do your research ahead of time by looking at quarterly earnings reports or seeking alpha on 10Ks for customers. Then I want to teach them something; this is where you want to come with a unique perspective,. So we are going to get started in three, two, one, let's go.
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Transcript
