Podcast episode
The Complete Discovery Call Playbook (Build It From Scratch)
30 Minutes to President's Club14 Jul 202648 min
Description
Most reps trap themselves in the red sea of crappy discovery by stopping at basic operational problems that CFOs refuse to fund. In this episode, Armand and Nick break down their exact playbook, including: 🚀 Flipping the script on your agenda using the Purpose, Plan, and Outcome framework to disarm prospects in the first 90 seconds. 🌲 Dialing in your Discovery Tree to systematically force champion-level pain down into executive-level business impact. ⏱️ Running the 5-Minute Drill at the tail end of the call to prescribe the buying path, flush out tire kickers, and lock in multi-threaded next steps on the spot. - - You're one step closer to President’s Club! 🎁 The Discovery Care Package: https://www.30mpc.com/blog/the-discovery-care-package 🏋 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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And in our minds, it makes sense. You need to uncover a problem on a discovery call before I show you software. But in a prospect's mind, they want to see the product, they want to see price, and the agenda is your opportunity to reset that expectation up front “instead of having them be kind of pissed off that you start peppering them with discovery questions.” A lot of agendas are extremely long-winded. There are three basic things that need to be communicated in an agenda. Number one, what is the purpose of this call? In this case, it is we're going to see if there's any opportunity for us to help Acme level up your sales reps, right? I don't know if there is, but we're going to see.
you can get budget. And so for you, you have to understand the relationship between those situations, the problems, those situations create and why it would matter to solve those problems. If you have memorized and understand that asking questions is the easy part. “And so we're going to teach you how to build that map of situation to problem to impact” using what's called a discovery tree. All right. So now we're going to teach you how to build your discovery process here. How do you actually uncover massive problems worth solving that you can actually solve? We are intentionally not starting by giving you a list of discovery questions.
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