Podcast episode
Playbook: Discovery Teardown
30 Minutes to President's Club28 Jul 202128 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This is how to structure your discovery. FOUR ACTIONABLE TAKEAWAYS MAKE IT A CONVERSATION - figure out the problem, make it strategic, and be disarmingly blunt. Set the agenda by building rapport, establishing expectations, and anchoring them to next steps. Utilize humbling disclaimers and stories to ask better questions. Schedule next steps for at least 70% of your opps to ensure you know their buying process. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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calendar and say, hey, my guess is it's not going to work. If it does, add the other people onto the call. If it doesn't, we can move it. But, always have something that forces next steps on the book. Never leave a meeting without another meeting on the calendar, because the one time you think it's okay, that's the next time you're going to get ghosted. “Well, the great thing about that is that calendar invite serves as a reminder for everybody” to when you get to next Friday and it's like, oh, they haven't gotten back to me. Everybody sees that invite and it's a great excuse to reach out to the other person. So, Armand, this has been a really fun episode. Now, we're going to move to the final question and you got to ask me the final question one. So, I'm going to ask the final question to
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