Discovery Call - 4 Step Framework

Four plus years at Gong Winning Presidents Club each year and 100 logos one later. I've never met a top seller who sucks at this. It's a non negotiable skill. But here's the good news. You can absolutely get better at it. So here's my four step framework for opening every first discovery call. Step one is to come in with a clear and crisp point of view. Don't just come in with generic questions like hey Tyler, what are your top two to three priorities? Come in with a point of view based on your research done. Share two to three observations and make an educated guess about what they care most about from looking at things like recent news or company changes, industry trends affecting their broader category or common challenges for their specific role and company size. Now why this works is you're showing you did your homework and coming with a point of view that then they can correct. Step number two is to listen and repeat back one whatever they answer with. So don't just jump to your next question immediately. Listen intently to their answer, be 100% present and then repeat it back more concisely than how they shared it. So sound something like hey, if I'm hearing you right, those are all important. But really, it's enterprise deals and industry expansion that are your biggest levers this year. Then pause for three to four seconds. They'll often expand and give you more gold underneath it without you even having to ask that next question. Step number three, my favorite, is called the Trump Question. Memorable name. Right after they share their priorities, ask this what trumps that as an even bigger priority you're focused on over the next quarter or two. This gets them to zoom out and uncovers what they think is really number one, not just what their preconceived notion coming into the call might be. Now step four is the pain funnel. This is where you get the opportunity to dig much deeper. So so why did you choose enterprise as number one? Say we fast forward and we fall short of that goal. What are the most likely two reasons why? Now the goal in the pain funnel is to come away understanding their true number one business priority and all the underlying pain attached to it. Don't worry yet about the economic buyer decision process security yet build on that rock solid foundation in calls 2, 3, 4, so on and so forth. See, you command the cycle by the way you approach the very first call your prep, building that point of view and knowing your ideal outcome. Let's get it.