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The Discovery Call
Getting Started
What is a Discovery Call?
The Problem With This Course
I Do Over IQ
Turning Pro
Key Beliefs Overview
Key Beliefs
Detach From the Outcome
Solutions Have No Value Without Problems
Move Off the Product
Helping People Make Progress
Autonomy is a Basic Human Need
Expertise Matters
Developing Expertise
Human Psychology (Why People Buy)
The Four Questions
How to Make People Feel Understood
Reflective Listening
Guiding the Discovery Call
Small Talk
Setting the Stage
The First 60 seconds - ASSIGNMENT
Outbound vs. Inbound
Outbound Talk Track & ASSIGNMENT
Inbound Talk Track
Context Matters
Context Question - ASSIGNMENT
Questions That Surface Potential Problems
Surfacing Potential Problems ASSIGNMENT
Treat "Why" Questions Like a Porcupine
Diagnose Before You Prescribe
The Root Cause & Assignment
Quantifying the Cost of Inaction
The Scale Question - ASSIGNMENT
Summarize
Asking for a Micro-commitment
Discovering How Organizations Make Buying Decisions
Buyers Have the Answers. Sellers Have the Questions.
Final Thoughts
Know Your Job
Resources
The Discovery Call Guide
How to Make People Feel Understood
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