30 Minutes to President's Club | No-Nonsense Sales
Sell Playbook (Part 2): How to Structure an Effective Discovery Call (Nick & Armand)
Jun 4, 2024
Sales experts Nick and Armand share actionable tips for structuring effective discovery calls, including building rapport, setting clear agendas, and running a quick drill at the end. They emphasize the importance of engaging prospects with relevant questions and guiding the conversation towards closing deals efficiently.
27:20
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Quick takeaways
- Efficiency in setting agenda is crucial, PPO framework focuses on purpose, plan, and outcome of sales calls.
- Small talk in sales calls should be under 90 seconds, use researched insights to establish credibility quickly.
Deep dives
Setting the Sales Call Agenda with PPO Framework
When initiating a sales call, efficiency in setting the agenda is crucial. The PPO framework helps by focusing on the purpose, plan, and outcome of the call. By explaining why you're there, how time will be spent, and what decision will be made together, you set a clear direction without cumbersome details. This approach streamlines the call, ensuring alignment and progress.
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