30 Minutes to President's Club | No-Nonsense Sales Sell Playbook (Part 2): How to Structure an Effective Discovery Call (Nick & Armand)
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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.
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Quick Business Rapport
- Start your sales call with quick rapport and business-related comments showing research.
- Keep small talk under 2-3 minutes to avoid setting a casual call expectation.
Set PPO Agenda
- Use the PPO agenda: Purpose, Plan, Outcome to set a clear call structure.
- Allow the prospect to opt in, out, or edit the agenda for smoother alignment.
Ask Why They Took Call
- After setting your agenda, ask the prospect why they took the call to understand motivation.
- This question opens the conversation and allows them to share their real reason for meeting.