Tactic toolkit
The Discovery Care Package
Reps lose deals because they blabber their pitch or interrogate prospects with a million generic questions. You need a structured framework to navigate conversations and uncover true business impact without making your buyer puke.
What You'll Get:
- The Discovery Tree Framework: A visual mapping tool to ensure you always drive past surface-level situations down to deep executive problems and business impact.
- Real-World Discovery Examples: Step-by-step breakdowns showing exactly how companies like Gong and Covey map out their operational and executive problems.
- 7 Non-Salesy Discovery Questions: A cheat sheet of tactical questions designed to uncover massive pain points without making your prospect defensive.
- Multiple Choice & Push-Pull Tactics: Exact talk tracks to turn simple situations into deep operational problems and make traditional impact questions much less leading.
- Magic Moments & Humbling Disclaimers: Scripts to get your prospect telling stories and to soften the awkwardness of asking about executive-level bad news.
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Stop interrogating and start solving real problems.
Map your discovery flow
Ensure your reps hit deep business problems instead of getting stuck on process. Use the Discovery Tree framework to navigate from a prospect's current situation straight to the executive impact.
Ask questions that don't suck
Arm your team with 7 tactical questions that uncover massive pain. Use techniques like "Push-Pull" and "Humbling Disclaimers" to ask hard questions without making your prospect put their guard up.
Turn problems into stories
Stop pitching features and start diagnosing. Use "Magic Moment" questions to get prospects to open up, share their actual intent, and reveal the true cost of doing nothing.
Ready to dive in?
Join these sellers who made it to President’s Club!
Taught reps get to power and close deals faster!
Booked 13 meetings in 3 days!
More in the first 40 pages than every other sales book combined!
Ranked in the top 1% of all AEs at LinkedIn
Booked a whopping *100* meetings!
Went from 60% to #2 at Gong!
Ready to dive in?
Join these sellers who made it to President’s Club!
Taught reps get to power and close deals faster!
Booked 13 meetings in 3 days!
More in the first 40 pages than every other sales book combined!
Ranked in the top 1% of all AEs at LinkedIn
Booked a whopping *100* meetings!
Went from 60% to #2 at Gong!