Podcast episode
Discovery Masterclass: Everything You Need to Run a Perfect Discovery Call
30 Minutes to President's Club12 Mar 202652 min
Description
Learn more: https://www.30mpc.com/course/discovery-course -- ACTIONABLE TAKEAWAYS: Structure Your Call in 3 Parts: Great discovery calls have three distinct chapters—(1) the first five minutes to establish credibility and set your PPO agenda (Purpose, Plan, Outcome), (2) the next 20 minutes to uncover meaningful problems while building trust, and (3) the last five minutes to run your Five Minute Drill and determine if it’s worth setting a next step. Use Discovery Trees to Guide Questions: Map out your prospect’s problems in four layers—situation, operational pain, executive problem, and business impact. Use simple transitions like “so what?” to climb down the tree, and reverse it when execs start with big priorities. Don’t just ask questions—build a roadmap first. Balance Give and Take: If you only ask questions, you’re interrogating. Use playbacks, pile-ons, praise, and parallel stories to add value throughout the call and build trust. Use vertical questions to go deeper on one topic instead of jumping all over the place. Run a Tight Five Minute Drill: In the last five minutes, validate if they want to solve the problem, when they want to solve it, and how they buy. Suggest the timeline and buying process based on what you’ve seen work—not what they think they should do. If they’re serious, schedule the next step while you’re still on the call. 🏋 30MPC Training: 30mpc.com/training
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and you respect their time and then you can transition to personal rapport. So there's a couple of different ways that you can do this. The way that I do it. is using what's called trigger-based rapport, where I actually prepare a piece of small talk before the call. And what I'll do is I'm not looking for any generic thing of small talk, “I'm actually looking for something about them or about their business that's somewhat related to” what my product solves. So an example, right now I sell all of our 30 MPC advertising, our sponsorships. And what I'll do to prepare for a meeting with a CMO is I'll look for, did they launch a new product recently? Have they had a big event recently? Did they throw a webinar? And when the meeting starts, I'll say, hey, you know, I'm really excited for this one. I was
our sponsorships. And what I'll do to prepare for a meeting with a CMO is I'll look for, did they launch a new product recently? Have they had a big event recently? Did they throw a webinar? And when the meeting starts, I'll say, hey, you know, I'm really excited for this one. I was prepping for this call and I saw the news about the big parallel dialer launch you all had. That “thing looks freaking awesome. And what I'm showing is, hey, I know something about you. I did some” prep. And since I'm selling advertising, usually these people are wanting to advertise the new stuff that they're launching. And if they get excited, like, yeah, you know, this is a really big launch for us. I'm able to do a little bit of like pre-discovery before we even get into the meeting. And we start the call on a business small talk tone, rather than me asking them about
must've been cooking duck for a while. And by saying that, that immediately shows you that I've cooked duck breast before, or I at least know that you need to score duck breast before you cook it. And naturally that gets you to sit up and be like, oh, this person knows a thing or two about cooking. And they actually take your compliment more seriously. And so the astute observation “involves you pointing out something about their business that is unique and sharing your” perspective on why, you know, it makes them different from other people in the market. So for example, I oftentimes will advise founders on their early stage sales process. And if I noticed that a founder is closing a hundred K deals pretty quickly, I might say something like, holy smokes, you guys are closing a hundred K deals in three months. It usually takes companies