8 BRUTAL Discovery Lessons That Will SAVE Your Next Deal
Update: 2025-07-30
Description
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Armand and Nick share the 8 most painful discovery lessons they had to learn the hard way, so you donât have to. From broken agendas to botched first impressions, this is the real playbook for leveling up your first call.
đď¸Â ACTIONABLE TAKEAWAYS
Ditch the interrogation-style discovery. Use each answer to guide your next question and go deeper instead of jumping topics.
Lead with respect, not small talk. Top sellers prove theyâve done their homework in the first 90 seconds to earn credibility fast.
Set a PPO agenda (Purpose, Plan, Outcome) early. It prevents the prospect from hijacking the call and builds trust through structure.
Qualify before you demo. Ask: âDo you want to buy?â and âWhen do you want to buy?â before setting next steps or booking another call.
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