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Armand and Nick share the 8 most painful discovery lessons they had to learn the hard way, so you don’t have to. From broken agendas to botched first impressions, this is the real playbook for leveling up your first call.

🎙️ ACTIONABLE TAKEAWAYS

Ditch the interrogation-style discovery. Use each answer to guide your next question and go deeper instead of jumping topics.
Lead with respect, not small talk. Top sellers prove they’ve done their homework in the first 90 seconds to earn credibility fast.
Set a PPO agenda (Purpose, Plan, Outcome) early. It prevents the prospect from hijacking the call and builds trust through structure.
Qualify before you demo. Ask: “Do you want to buy?” and “When do you want to buy?” before setting next steps or booking another call.

RESOURCES DISCUSSED:

Discovery Framework
Recap email template
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Episode 210: Connie Sgarbossa (SeeYouSpaceCowboy)