110 (Sell): Leveling with your buyer and setting clear expectations using PPO (Doug Landis, Growth Partner @ Emergence Capital)
30 Minutes to President's Club | No-Nonsense Sales
What Are You Doing Differently in a Discovery Call?
Douglas Rushkoff: Buyers hate it when you pepper them with 3000 questions on a discovery call. He says they just want to see the damn product so they can make an evaluation for themselves.rushkoff: How are you asking questions and using stories in a way that does not feel like an interrogation, which many discovery calls traditionally feel like?Rushkoff: In the name of the transparency sale, you're giving the reason that you are asking the other person to share information with you.
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