Sell Playbook (Part 2): How to Structure an Effective Discovery Call (Nick & Armand)

30 Minutes to President's Club | No-Nonsense Sales

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

• Join our weekly newsletter
• Things you can steal
• Early access to The Book on Cold Calling