Podcast episode
The Ultimate Discovery Call Framework Used by Top 1% Sellers | 30MPC Playbook (Sell)
30 Minutes to President's Club8 Apr 202556 min
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đ Save $50 â Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- YouTube video version: https://www.youtube.com/watch?v=y0H6G7toc9s ACTIONABLE TAKEAWAYS: Structure Your Call in 3 Parts: Great discovery calls have three distinct chaptersâ(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 itâs worth setting a next step. Use Discovery Trees to Guide Questions: Map out your prospectâs problems in four layersâsituation, operational pain, executive problem, and business impact. Use simple transitions like âso what?â to climb down the tree, and reverse it when execs start with big priorities. Donât just ask questionsâbuild a roadmap first. Balance Give and Take: If you only ask questions, youâre 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 youâve seen workânot what they think they should do. If theyâre serious, schedule the next step while youâre still on the call. 30MPC Training: 30mpc.com/training
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And that's what we call the 90 second rule where in the first 90 seconds of your call, you want to do something that demonstrates that you know something about their business 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 a 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
you then go deeper into the tree. The last thing is you want to make it as easy as possible for your prospect to answer your question the right way. You want to steer the conversation in the direction of problems that you can actually help solve. And so the tools that you can use to do that are one, include context in your question, “and two, use multiple choice to steer them.” And what that might sound like is, so Armand, I know we've talked a bit about your billing practices and one thing I wanted to ask you about is I know you also just opened an insurance defense practice group. And in my experience, insurance billing can be really, really complex relative to some of your other practice areas.
folks are honestly feeling like we're kind of an antiquated tool. But in reality, we've released like six or seven pretty cutting edge things over the last couple of years and we know those just like don't have enough awareness. And so at that point I understood that pipeline was down because of a brand perception problem because of an antiquated view people had of the product. “And I was able to pitch our sponsorships and how we could help with that in a much more” nuanced way than if I just said, okay, pipeline's down. Let me show you how we generate some pipeline. You've got to map the problem bottom to top or top to bottom to have a really nuanced pitch. All right, folks. So we covered all of the questions you can use to navigate your trees from situation all the way down to business impact.