Latest / 30 Minutes to President's Club | No-Nonsense Sales
#619: Active Listening to Loosen up Your Discovery Calls and First Dates | Sam McKenna | 30MPC Hall of Fame
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FOUR ACTIONABLE TAKEAWAYS
3-step process every time you book a meeting: Show gratitude, send an invite with your company name first, and connect with them on LinkedIn.
Use a pre-call checklist for discovery. Research everything you can about your buyer and show them you know them in the first 5 minutes of the call.
Use “typically” language when prospects are hesitant to open up. By sharing common situations, it allows them to nail down their specific…
The skinny
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