HERE'S THE FULL CURRICULUM:

Part 1: Don’t become a victim of the Discovery Crisis:

• What B2C tactics are traps for B2B sales
• Why the days of standard B2B buying are gone
• How to stop the Churn & Contraction Virus
• How to prevent misaligning the value of your products

Part 2: The 5 phases of a deal-winning discovery call:

• How to create rapport that makes people love you (based on science!)
• Using the Agenda slide to your MAXIMUM advantage (without sounding COOKIE-CUTTER!)
• How to think like a scientist as a salesperson
• Providing 10x more value than your competitors in your discovery
• How to do wrap up & schedule the next steps like like an executive

Part 3:How to use Rapport to come across as a human (and not a robot):

• Using pattern interrupts to appeal to the croc brain
• Asking questions that make you seem more relatable
• How to ask questions in order to understand (vs. respond)

Part 4: How to differentiate yourself within the first 5 minutes of a call:

• How to structure your agenda slide to be appealing
• The EXACT slide to use when going through your agenda
• How to create a guided next step within the first 5 minutes of the call
• How to be transparent with buyers in order to get what you want
• Why it’s better to do no-slide vs. a crappy slide
• A SCRIPT you can use in order to get EXACTLY what you want
• The 3 common responses you’ll receive when setting your agenda

Part 5: How to reframe the way you do your discovery (and it ain’t just askin’ questions!)

• How to go where the conversation takes you (vs. using tactics you already know)
• Going into the unknown with your Discovery (and feeling OK about it!)
• Why you can’t win deals with answers but you can win with insights
• How to have a balanced approach to giving and taking
• The GOLD COIN method to find more treasure (and find more pain!)

Part 5: The 4-step Discovery Framework

• Creating a Hypothesis on why they need you (and not your competitor!)
• How to dig the pain to to collaboratively identify the right challenges
• Why you need to diagnose and confirm instead of doing brain surgery on a simple headache
• How to give a brief vision of the future to help them understand the suffering can stop

Part 6: Creating a hypothesis slide to make it sound like you know your SH*T!

• How to sound like a subject matter expert and build credibility with prospects
• When to use a Visual Context Question when you can’t get a hypothesis formed
• An EXACT SCRIPT you can use to form a hypothesis
• The 3 reasons WHY people TRULY don’t buy
• Why you should always tie your hypothesis to quantifiable metrics
• How to communicate your hypothesis without sounding like an A$$hole
• How to SHUT UP after you deliver your hypothesis to the prospect
• How to research non-public companies to form the hypothesis you need

Part 7: How to use clarifying questions to DIG THE PAIN HOLE

• How to use the pain hole to discovery 2nd and 3rd level insights
• Use the pain hole to get information that your competitors won’t get
• How to use the pain hole technique whether you sell $10 million deals or $1.26 pencils
• Reusable, flexible questions that dig the pain hole
• How to use dig the pain hole questions to QUANTIFY the pain

Part 8: Why you need to Diagnosis & Confirm to become a certified sales doctor

• The EXACT SCRIPT you can use to diagnose & confirm the pain they are experiencing
• How to use the diagnosis to get a “YES” or “NO”

Part 9: Painting a vision of the future (vs. pitch slapping your prospects!)

• Why you need to get of the pitch & showing up & throwing up
• How to setup a carrot for later during the demo call
• The magic formula to paint a vision of the future 2 or 3 times during the call
• How to use the GREEN TURKEY method to get more insights for your deal
• The 6 simple ingredients that help you create a brief vision of the future for prospects

Part 10: How to end your discovery call with the prospects wanting MORE!

• Why your pitch stinks and what NOT to do
• The 7 ingredients of an awesome pitch that the professionals use
• How to script out your pitch so you WOW! your prospects every time

Part 11: Setting effective next steps to guide the buyer to what they need next:

• The 5 elements of effective next steps
• How to present next steps in a way that creates FOMO!
• The multiple options you have BESIDES a demo after the discovery
• What NOT to do during the last 5 minutes of your discovery call