Running discovery without sounding like a survey
How to run a discovery call that feels like a conversation, not a survey. Vertical questioning, giving as you take, and asking the hard questions without flinching.
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Running discovery without sounding like a survey
What's inside
- Vertical questioning, the spine of every good call
- Four ways to give as you take: playback, pile-on, praise, parallel story
- The magic-moment question that surfaces real pain
- How to ask the hard questions without making them flinch
- The two-bucket opener for vague prospects
- Eleven mistakes that quietly kill discovery calls
What sellers & sales leaders are saying
"The saying goes that the first task of any new sales leader is to build the playbook. Matt does this for you in this astonishing collection of go-to-market business critical playbook of intelligence, bound up like a single pane of glass that is easy to consume. This is an incredible asset for any sales leader looking to make waves. Highly recommended."
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