#166 - Club Playbook: Run discovery with a point-of-view (ft. Sarah Brazier)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 ACTIONABLE TAKEAWAYS Section 1 - Agenda : Have a plan & share it. Call out surprises before they, ya know, surprise you. Section 2 - Set the Table : Teach your customer something they don’t know, and you’ll gain credibility in their eyes. Section 3 - Dig In : Don’t just ask qualification questions. Understand their challenges today and the impact those are having on their business. Ask questions about areas the prospect might not have considered, but you know you can add extra value too. Section 4 - Dessert : Tell them what’s good and recommend they give it a try: i.e. tell them what the next step is and secure it at the end of the call. PATH TO PRESIDENT'S CLUB Account Executive @ Gong Advisor @ Aligned, Chili Piper, and Ramped Instructor @ Sales Impact Academy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal