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123 (Sell): Building impact and intensifying urgency in your discovery calls (Chris Orlob, Co-Founder & CEO @ Stealth Startup)
30 Minutes to President's Club | No-Nonsense Sales
You Haven't Earned the Right to Ask Discovery Questions
A lot of reps go wrong when they treat every call as if it were an inbound lead. They start peppering people with discovering questions, but a lot of times they don't even know what you do. The way that I've got around this is trying to understand as my opening question to what extent do you know what 30 MPC does? "I'm curious in terms of what you do know about us," he says.
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