Introduction To This Guide
Structure Of Your First Call (How To)
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Context for this section (0:24)
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How exactly it should start (2:48)
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ANOT (1:39)
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Bring up misconceptions if you need to (optional) (0:55)
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What happens after you start? (4:02)
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If the prospect shares problems (3:38)
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Raise more Issues (part 1) (2:57)
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Raise more issues (part 2) (1:13)
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Transition to HOW we can help (5:58)
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The "I don't know what I don't know" prospect (Beginning of call) (2:32)
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The "I don't know what I don't know" prospect (End of call) (3:03)
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Section summary
Structure Of Your First Call (Up Front Contract Insights)
Have a Hypothesis (Reminder)
Raising Problems
Next Steps Insights
C-Level Executive
How To Ask The Most Difficult Discovery Questions
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Asking for permission (2:08)
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The tough question formula (1:38)
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Use Humbling Disclaimers
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If you're afraid to bombard your prospect with questions (3:11)
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If you're afraid to bring up certain topics (1:49)
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Clarification questions
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Stumbling on your questions? Just say so (0:57)
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Bring the Past to the Present (2:09)
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Use a Negative Disposition (2:06)
Problem Questions
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Context for this session (0:58)
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How widely known? (1:02)
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The Scale
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The Two Camps (2:27)
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Platform aside (1:35)
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What have you tried? (1:33)
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Why no tool? (1:24)
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What makes you say that? (1:02)
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Why do you feel that way? (1:15)
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Have you ever wondered why that is?
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Why is that important?
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Was there a time when?.. (0:56)
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Why now? (0:54)
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What have you tried? (2:28)
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Ideal solution
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Pretending we can (Metrics question) (1:59)
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How To Avoid Bad Questions
Asking prospects WHY
Listening Triggers
Calling Out The Prospect
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Context for this section (0:39)
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You don't have a problem [Updated] (2:50)
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You don't believe we can help you (0:45)
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You'll be ok without us
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Lost opportunity (1 of 2) (0:57)
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Lost opportunity (2 of 2) (1:07)
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Mutual skepticism (2:37)
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Empathetic statements
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Recommendation
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If you're not going to use the platform
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Questions on Questions
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Great phrases to use (1:36)
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Section summary
Everything About Your DEMO
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BEFORE Your Demo (4:56)
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DURING your demo (Discovery questions) (1:23)
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DURING your demo (Clarification questions)
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Open ended type questions (1:01)
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When More People Are Joining (1:58)
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Point out BOTH Gains and Loss Prevention
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What stood out? (1:04)
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Worst Solution Ever?
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Buying Process Questions (2:23)
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The Timeline Tester (Version 1) (1:51)
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The Timeline Tester (Version 2) (1:21)
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How do you feel about the Pricing?
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Fixing a bad habit (1:22)
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Death Words vs Life Words (1:33)
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Section summary
The Mysterious Discovery/Demo
The End Of Your Calls (How to)
Effective Impact Questions
Stories and Metrics
Prospect Objections (Negotiation)
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Context for this section (1:32)
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Isolating the objection (0:59)
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"Can we get a lower price?" [Updated]
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"The price is quite high"
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"That price is quite high for this tool"
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"Can we get more seats?" (0:24)
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"Can we get a discount?"
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"This is more expensive than I thought"
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"Can we get a discount?" 4 Levers
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"I can't get budget from other groups"
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"We realized we don't have the budget for this" (0:55)
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"That's more than we were looking to spend"
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"We're really happy with what we have now"
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"What's the ROI from clients that work with you?"
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Once an agreement is sent - Make the call!
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"Your competitor is cheaper"
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"What's the best price we can get?"
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Section summary
Prospect Objections (Losing Control)
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Context for this section (0:47)
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"We don't know what we don't know"
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"Can we just see a demo?" / "We only have 20 minutes"
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"Send us the pricing and we'll get back to you"
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"We left the other vendor because they were too expensive"
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"I am the decision maker"
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"My boss does not need a demo"
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"Let's discuss with our team & get back to you"
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"Let's discuss with our team & get back to you" (Version II) (2:00)
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"None of that resonates with us"
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"Just email us the pricing"
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What is the Pricing? (Aggressive Prospect) (3:34)
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Section summary
Looking For Trouble
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Context on this section (0:43)
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Reasons not to work together (1:07)
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Timing or something else? (0:59)
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Price aside (1:14)
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Getting Ahead of Procurement
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Dealing with procurement (0:51)
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The PROSPECT'S Competition
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Bringing up your competition
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Poor economic environment (1:05)
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Poor economic environment II (2:17)
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Poor economic environment III
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Trigger opportunities (1:26)
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Section summary
Pricing Phraseology
Helpful 'Conversation Twisters'
FUN ways to get your contract back via email
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Context for this section (1:03)
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More accurate than optimistic (phone) (1:12)
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More accurate than optimistic (emails) (1:54)
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Going Golfing
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We haven't reviewed the contract yet
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Making sure you're on the same page
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When you WANT to walk away from a deal
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When your late stage prospect keeps ghosting you
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Section summary
Teasing Pricing
Ingredients To Ask Better Questions
My Discovery Advice
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Context for this section (0:25)
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Be A Sloth (2:31)
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Fire yourself from your job (2:46)
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The THREE Things (2:08)
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Hang this next to your laptop
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Mindset Advice (2:08)
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Not necessary
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My biggest regret in discovery (1:04)
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Don't be so giving (1:29)
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How To Not Die Alone
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Biggest Sales Mistake I Made
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A Very Embarrassing Story (1:00)
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What Helped Me Hit My Quota (2:15)
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Negative Impact questions are AWKWARD
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Stay in control (2:26)
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Express your assumptions
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If you only had two choices (0:40)
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Missing Quota (1:27)
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Section summary
Terrible Questions (Currently in progress...)
Master Discovery Summary
Last but not least
Self Reflection and Improvement
