#66 - Playbook: Discovery Teardown
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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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Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
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
2021-07-28
28 min
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