30 Minutes to President's Club | No-Nonsense Sales #514 - I Ran a Sales Call For A Product I Never Sold
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Oct 21, 2025 Discover how to conduct effective discovery calls, even for products you've never sold. Learn to identify core business problems and craft targeted questions that connect daily pains to executive impacts. Armand introduces the 'Discovery Tree' method for mapping problems and emphasizes the importance of storytelling in sales conversations. Plus, uncover high-value issues like compliance risks and candidate experiences. Prepare to turn ordinary calls into winning deals with strategic questioning techniques!
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Start With Problems Before Questions
- Identify the specific business problems your product actually solves before writing questions.
- A question is just a tool to uncover a known problem, not the starting point.
Invert Benefits To Reveal Problems
- Invert product benefits to surface operational problems prospects feel.
- Use a product's feature-benefit language to hypothesize the pains it intends to solve.
Follow The Three Discovery Levels
- Run discovery at three levels: situation, operational problem, and executive impact.
- Move from how they do work today to day-to-day pain, then to the business consequence.