Podcast episode
6 Ways You're Killing Your Own Discovery Calls
30 Minutes to President's Club30 Jul 202630 min
Description
You're losing deals before minute 10 because your discovery call feels like an interrogation or a demo. In this episode, Jen Allen-Knuth breaks down her exact playbook, including: 📉 The 6 lethal discovery mistakes that make buyers lose respect for you—and how to fix them. 🎯 How to anchor your discovery to top-down CEO objectives instead of low-level pain points. 📋 The 7-step discovery flow that gets buyers to realize their status quo is too expensive to maintain. You’re one step closer to President’s Club!: 📝 The Ultimate Multi-Threading and Selling to the C-Suite Report: https://hubs.ly/Q04rbRjx0 🏋 30MPC Training: https://www.30mpc.com/course/team-training 🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0 📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube
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you are demonstrating credibility by you're saying, look, most COOs, when they're thinking through how client intake should work, they've got a six-step workflow where first it goes to the attorneys, then it goes to the conflicts team, yada, yada, yada. And then you say, how are you different from that? “You are demonstrating, I know people like you.” This isn't me just being like, so how do you do this today, right? I'm not clueless because a COO does not want to sit there and teach you, the seller, the basics. They want to be like, okay, this person gets it. Let me talk through the complexities. And you demonstrate that. You show that when you lead that way.
step six is introducing an enemy to the status quo. If they don't share why they would want to change off the status quo, is that what you're doing here? Yes. So the key here is I hear a lot when we talk about cost of inaction, which is what an enemy to status quo essentially is. Cost of inaction is by changing nothing, what is that costing us? “And it's often a cost we don't appreciate.” What I don't want to do is ask an open-ended question of, well, how much is that costing you? Because if they knew the answer to that question, they probably would have led with it. I think we as salespeople don't convince a prospect to change. Prospects convince themselves to change with the information they have available.
That's where I get into situations where I have a completely overinflated funnel. And then everything kind of dies at stage two. And so it is uncomfortable to ask these questions in the beginning because you might hear a no, and we don't like hearing that, but it will give you a much more accurate read of what needs to happen for this prospect. And “what do I need to do from a pipeline generation perspective to fill in the gap?” That's a wrap. Jen, this has been phenomenal. Folks, we talked about some data in this episode around selling to executives. And Jen, you were kind enough to partner with 30 MPC and the team over at Gong where we analyzed tens of thousands, hundreds of thousands of sales cycles that had