Podcast episode
8 BRUTAL Discovery Lessons That Will SAVE Your Next Deal
30 Minutes to President's Club30 Jul 202539 min
Description
🏋 30MPC Training: 30mpc.com/training 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Armand and Nick share the 8 most painful discovery lessons they had to learn the hard way, so you don’t have to. From broken agendas to botched first impressions, this is the real playbook for leveling up your first call. 🎙️ ACTIONABLE TAKEAWAYS Ditch the interrogation-style discovery. Use each answer to guide your next question and go deeper instead of jumping topics. Lead with respect, not small talk. Top sellers prove they’ve done their homework in the first 90 seconds to earn credibility fast. Set a PPO agenda (Purpose, Plan, Outcome) early. It prevents the prospect from hijacking the call and builds trust through structure. Qualify before you demo. Ask: “Do you want to buy?” and “When do you want to buy?” before setting next steps or booking another call. RESOURCES DISCUSSED: Discovery Framework Recap email template Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides
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.
with issuing stock options, the investor updates and all that stuff because he asked a real question instead of a checklist question. So the three layers of questions you can think of are situational questions and that just like tells you about their situation. For example, how do you manage your cap table? “From there, turn the situation into a problem.” So if you manage your cap table on spreadsheets, I can now say, hey, typically when people are managing their cap table on spreadsheets, it's either taking them a lot of time or they're spending a ton on legal fees because they're outsourcing it to lawyers. Yeah. And then I can go into impact. If they say they're doing it on lawyers, I can be like, hey, like it looks like you're around 30 employees or something like that.
That's something that I can bring up to a CFO. One of the best follow-ups that you taught me to that question is once they tell you that story, you're like, oh my gosh, that's brutal. I'm really sorry to hear that. I guess I'm curious. Was that like a one-time thing, or is that something that's like happened a couple times? “And if you can get them to go from this was an isolated incident to this is a trend or this is a recurring thing,” it just magnifies that pain so much more. Love that follow-up question that you also taught me there. All right, so this next one is another one from you, and it says, the five-minute drill, three simple questions to qualify real deals fast. One, today's show is brought to you by Responsive, which helps sales teams respond to RFPs,
And of course they didn't respond. And I followed, I followed, I followed and like nothing back. I killed the deal because I was like, I vomited in the email. And I was like, there's gotta be a better way to do this. And I think you and I had a conversation. You were like, bottom line up front, put the thing they need to do up front. And so now the way I send recap emails, I keep them short and “I keep them action oriented.” And if I need to send longer form stuff, I'll link out to it in like a Google doc or a mutual action plan or something, but there's three pieces. The action items go first, the things that they need to do. My number one way to move a deal forward is action, not recap. So action items first, then I go max three bullets on here with the biggest