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 think I want to hear. Is that okay? And with a conversation like this, you've earned the right for their trust and transparency. And then I'll say, great, I have two questions to ask. Number one, based on what we've covered so far today, does this feel like a problem worth solving? And then I shut up. I do not try to convince them that it is. I let them talk. It will either be a “can you help me understand how come?” And then again, I shut up. I'm just seeking to understand my second question. If I get a yes, is, does this feel like a problem worth solving right now? Almost the same question as the first, but you might get a very different answer. If the answer is no, which it often is again,
and I assume that their interest or their chattiness means they want to move forward. 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.” then more broadly, 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
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