Latest / 30 Minutes to President's Club | No-Nonsense Sales
#555 - Discovery Masterclass: Everything You Need to Run a Perfect Discovery Call
Learn more: https://www.30mpc.com/course/discovery-course
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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…
The skinny
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