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
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
Number one, I categorize this seller in with every other seller who's starting these calls this way. Number two, I immediately get impatient because this person is trying to win me over by schmoozing me instead of showing me that they know something about my business. “And then number three, I immediately break the multitasking seal because I'm like, okay,” I know this meeting isn't actually going to start until three minutes in. Let me start checking my slack on the side until this person's actually ready to start talking about business. So don't get me wrong. I'm not saying you shouldn't be personable whatsoever, but the best way to establish respect on a sales cycle is to show me that you respect my time and you know something
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
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.