Josh Braun – The Discovery Call

The gentle art of understanding instead of convincing. How to lead the initial conversation with potential customers.

What You’ll Learn In 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

• 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

• Guide

Sale Page: Josh Braun – The Discovery Call

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