#96 - Nailing the tone of your discovery (Marcus Chan, Venli Consulting)

30 Minutes to President's Club | No-Nonsense Sales · Feb 9, 2022 · 36m

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FOUR ACTIONABLE TAKEAWAYS

Roleplay the worst case scenario over and over again until you feel confidence.

Reference a similar company that you work with in early-stage voicemails.

Keep it cool when you jump on a call with an executive. Over-structure is the enemy.

Use why questions to understand the intent behind the priorities.

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