How to Turn a Problem Into a Story on a Discovery Call

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FOUR ACTIONABLE TAKEAWAYS

• Offer them value instead of meetings.
• Frame your asks in terms of what they will get out of the meeting. If someone is on a competitor, offer insights on where that competitor may fall short.
• Politely illuminate things that might be a bit “off” in their business.
• Provide an off-ramp for the prospect by making them explain why they are willing to invest in the next step. “Where does this rank in your priorities? You have to do X, you have to do Y.”

PATH TO PRESIDENT’S CLUB

• SVP Sales & Partnerships @ Owner
• Director of Revenue and Merchant Success @ Shopfiy
• VP Sales @ League Inc.
• Director, Inside Sales @ Vision Critical

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