#307 - Sell Playbook (Part 2): How to Structure an Effective Discovery Call (Nick & Armand)
FOUR ACTIONABLE SALES TAKEAWAYS
- Do 90 seconds of rapport building, launch off with a business related question that highlights you've done some research
- Set a PPO agenda, coving the purpose, plan, and outcomes of the call
- Ask the prospect why they took the call, if they don't give you a good answer offer them a high-level overview to anchor their expectations
- At the end of the call run the 5-minute drill which includes 3-questions, do you want to buy? When do you want to buy? How do you buy?
RESOURCES DISCUSSED
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FOUR ACTIONABLE SALES TAKEAWAYS
- Do 90 seconds of rapport building, launch off with a business related question that highlights you've done some research
- Set a PPO agenda, coving the purpose, plan, and outcomes of the call
- Ask the prospect why they took the call, if they don't give you a good answer offer them a high-level overview to anchor their expectations
- At the end of the call run the 5-minute drill which includes 3-questions, do you want to buy? When do you want to buy? How do you buy?
RESOURCES DISCUSSED
2024-06-04
27 min
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