The Ultimate Discovery Call Framework Used by Top 1% Sellers | 30MPC Playbook (Sell)

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

Content provided by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

2M ago 59:40

MP3•Episode home

🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST

https://www.30mpc.com/course/discovery-course

YouTube video version: https://www.youtube.com/watch?v=y0H6G7toc9s

ACTIONABLE TAKEAWAYS:

Structure Your Call in 3 Parts: Great discovery calls have three distinct chapters—(1) the first five minutes to establish credibility and set your PPO agenda (Purpose, Plan, Outcome), (2) the next 20 minutes to uncover meaningful problems while building trust, and (3) the last five minutes to run your Five Minute Drill and determine if it’s worth setting a next step.
Use Discovery Trees to Guide Questions: Map out your prospect’s problems in four layers—situation, operational pain, executive problem, and business impact. Use simple transitions like “so what?” to climb down the tree, and reverse it when execs start with big priorities. Don’t just ask questions—build a roadmap first.
Balance Give and Take: If you only ask questions, you’re interrogating. Use playbacks, pile-ons, praise, and parallel stories to add value throughout the call and build trust. Use vertical questions to go deeper on one topic instead of jumping all over the place.
Run a Tight Five Minute Drill: In the last five minutes, validate if they want to solve the problem, when they want to solve it, and how they buy. Suggest the timeline and buying process based on what you’ve seen work—not what they think they should do. If they’re serious, schedule the next step while you’re still on the call.

484 episodes

#Careers #Business #Armand Farrokh #Nick Cegelski #MBA #Sean Yuan #Sales

The Ultimate Discovery Call Framework Used by Top 1% Sellers | 30MPC Playbook (Sell)

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

48 subscribers

published 2M ago

MP3•Episode home

🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST

https://www.30mpc.com/course/discovery-course

YouTube video version: https://www.youtube.com/watch?v=y0H6G7toc9s

ACTIONABLE TAKEAWAYS:

Structure Your Call in 3 Parts: Great discovery calls have three distinct chapters—(1) the first five minutes to establish credibility and set your PPO agenda (Purpose, Plan, Outcome), (2) the next 20 minutes to uncover meaningful problems while building trust, and (3) the last five minutes to run your Five Minute Drill and determine if it’s worth setting a next step.
Use Discovery Trees to Guide Questions: Map out your prospect’s problems in four layers—situation, operational pain, executive problem, and business impact. Use simple transitions like “so what?” to climb down the tree, and reverse it when execs start with big priorities. Don’t just ask questions—build a roadmap first.
Balance Give and Take: If you only ask questions, you’re interrogating. Use playbacks, pile-ons, praise, and parallel stories to add value throughout the call and build trust. Use vertical questions to go deeper on one topic instead of jumping all over the place.
Run a Tight Five Minute Drill: In the last five minutes, validate if they want to solve the problem, when they want to solve it, and how they buy. Suggest the timeline and buying process based on what you’ve seen work—not what they think they should do. If they’re serious, schedule the next step while you’re still on the call.

484 episodes

#Careers #Business #Armand Farrokh #Nick Cegelski #MBA #Sean Yuan #Sales

All episodes

Welcome to Player FM!

Player FM is scanning the web for high-quality podcasts for you to enjoy right now. It's the best podcast app and works on Android, iPhone, and the web. Signup to sync subscriptions across devices.

Listen to 500+ topics

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

Podcasts Worth a Listen

30 Minutes to President's Club | No-Nonsense Sales « » The Ultimate Discovery Call Framework Used by Top 1% Sellers | 30MPC Playbook (Sell)

The Ultimate Discovery Call Framework Used by Top 1% Sellers | 30MPC Playbook (Sell)

Podcasts Worth a Listen

Welcome to Player FM!

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

30 Minutes to President's Club | No-Nonsense Sales « »
The Ultimate Discovery Call Framework Used by Top 1% Sellers | 30MPC Playbook (Sell)