30 Minutes to President's Club | No-Nonsense Sales #66 - Playbook: Discovery Teardown
Jul 28, 2021
Discover the art of mastering discovery calls with practical strategies. Learn how to build genuine rapport while being openly transparent about strengths and weaknesses. Discover effective questioning techniques that encourage deeper conversations and foster emotional connections. Explore storytelling as a tool for engagement and the importance of scheduling next steps to streamline the buying process. Gain insights into maximizing sales efficiency and managing your pipeline effectively.
AI Snips
Chapters
Transcript
Episode notes
Conversational Discovery
- Focus on having a conversation, not robotic tactics.
- Make the discovery call feel natural and avoid awkwardness.
Focus on Business Impact
- Quickly understand the technical problems.
- Shift focus to business problems and impact to show value.
Disarmingly Blunt
- Be transparent about your weaknesses and pricing.
- If it's not a good fit, address it early and move on.