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17min chapter
Sell Playbook (Part 2): How to Structure an Effective Discovery Call (Nick & Armand)
30 Minutes to President's Club | No-Nonsense Sales
Structuring an Effective Discovery Call in Sales
The chapter highlights the importance of setting expectations, understanding the prospect's business, and managing time effectively during a sales discovery call. It focuses on guiding the conversation towards a deeper demonstration, aligning outcomes with future steps, and validating purchase intent early on to ensure a productive discussion.
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