Earning Respect and Establishing Trust in Discovery Calls

ACTIONABLE TAKEAWAYS:

• Set Multiple Agendas: Before showing a high-level demo, re-establish the agenda. Explain what you'll show, present it, then recap by tying it back to the meeting's outcome.
• Dangle the Carrot: Identify one problem to address in your demo, then ask for two or three more use cases. Use curiosity to uncover additional discovery points before diving into the demo.
• Anchor to an Outcome: Start the call by setting a clear decision-oriented goal, such as determining if further evaluation is worth their time.
• Be Blunt About Goals: In rip-and-replace scenarios, state the stakes directly, like weighing the pain of switching versus the potential benefits. This disarming honesty builds trust.

MARK'S PATH TO PRESIDENTS CLUB:

• Commercial Sales Manager @ Procore
• Sales Manager, Emerging @ Procore
• Enterprise Account Executive @ Procore
• Senior Account Executive, Mid-Market @ Procore

RESOURCES DISCUSSED:

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• Things you can steal
• Michelle Cecil Episode