Why Most Salespeople Fail at Discovery Calls (And How To Fix It) | Mark Neitzel | Ep. 277 (Sell)

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

ACTIONABLE TAKEAWAYS:

1. Set Multiple Agendas: Before showing a high-level demo, re-establish the agenda. Explain what you'll show, present it, then recap by tying it back to the meeting's outcome.
2. Dangle the Carrot: Identify one problem to address in your demo, then ask for two or three more use cases. Use curiosity to uncover additional discovery points before diving into the demo.
3. Anchor to an Outcome: Start the call by setting a clear decision-oriented goal, such as determining if further evaluation is worth their time.
4. Be Blunt About Goals: In rip-and-replace scenarios, state the stakes directly, like weighing the pain of switching versus the potential benefits. This disarming honesty builds trust.

MARK'S PATH TO PRESIDENTS CLUB:

• Commercial Sales Manager @ Procore
• Sales Manager, Emerging @ Procore
• Enterprise Account Executive @ Procore
• Senior Account Executive, Mid-Market @ Procore

RESOURCES DISCUSSED:

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• Michelle Cecil Episode