#66 - Playbook: Discovery Teardown

30 Minutes to President's Club | No-Nonsense Sales · Jul 28, 2021 · 28m

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Every 10th episode, we tear down one topic. This is how to structure your discovery.

FOUR ACTIONABLE TAKEAWAYS

MAKE IT A CONVERSATION - figure out the problem, make it strategic, and be disarmingly blunt.

Set the agenda by building rapport, establishing expectations, and anchoring them to next steps.

Utilize humbling disclaimers and stories to ask better questions.

Schedule next steps for at least 70% of your opps to ensure you know their buying process.

RESOURCES DISCUSSED

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