30 Minutes to President's Club | No-Nonsense Sales How to Teach Discovery Without Confusing the Hell Out of Your Sales Team | 30MPC Playbook (Lead)
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Apr 10, 2025 Unpack the secrets to mastering sales discovery calls with a straightforward 3x3 framework. Learn how to teach the journey of discovery by focusing on situation, operational problems, and business impact. Emphasize repetition and gradual skill development through coaching and role plays. Discover how to build evolving problem trees that reflect real conversations and challenges, enriching the sales engagement process. This approach not only simplifies training but also equips reps to connect with clients more effectively.
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3x3 Discovery Framework
- Simplify discovery calls with a 3x3 framework: agenda, meat, next steps.
- Each section has three core moves, keeping reps oriented without overwhelming them.
Focus on Information, Not Questions
- Teach reps the information to get, not just questions to ask.
- Knowing the desired information enables better improvisation and prospect understanding.
Building a Problem Tree
- Build a problem tree with four layers: situation, operational problem, executive problem, and business impact.
- This helps reps connect prospect situations to larger business implications.