30 Minutes to President's Club | No-Nonsense Sales Say This to Start Discovery Calls with Instant Credibility | Jen Allen-Knuth | Ep. 306 (Sell)
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May 6, 2025 Jen Allen-Knuth, Founder at Demand Gen and Head of Growth at Lavender, dives into the art of high-impact discovery calls. She discusses how to uncover deal-driving problems and earn executive trust through thoughtful preparation. Jen shares the game-changing tip of using ChatGPT to simplify prospects' business during calls. She emphasizes the importance of mirroring client goals and using lost pipeline audits to create urgency. Packed with actionable insights, she empowers sellers to foster genuine engagement and craft tailored solutions.
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Use ChatGPT to Understand Prospects
- Use ChatGPT to simplify and understand what prospects do by asking it to explain their business like a 10-year-old.
- This helps decode jargon into simple analogies, providing clarity on their core problems and context for your solution.
Find Customer Problem Thresholds
- Review discovery calls from similar customers who bought to identify why they can no longer tolerate the problem.
- Mirror specific language they use about their problem thresholds to sharpen your messaging.
Leverage 'Before State' in Case Studies
- Focus on the "before state" language in customer case studies to understand how they describe their problem.
- Use this to hypothesize how your solution fits their specific challenges, improving case study resonance.