30 Minutes to President's Club | No-Nonsense Sales #166 - Club Playbook: Run discovery with a point-of-view (ft. Sarah Brazier)
11 snips
May 1, 2023 AI Snips
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Open With A Clear Agenda
- Confirm time, explain objectives, and state desired outcomes at the start of a discovery call.
- Call out likely unspoken objections upfront to prevent surprises later.
Set The Table With Prep And Teaching
- Do research before the call and teach the prospect something they don't know to build credibility.
- Then get confirmation that your understanding matches their situation before digging deeper.
Research + Customer Context Reveals Root Causes
- Combining industry research with the customer's recent actions reveals hidden risks in their initiatives.
- That combo lets you explain root causes and tie them to the customer's real concerns.