Marta — Discovery Calls That Earn a Second Meeting

What you’ll master — Outcomes you can use

1. A call that surfaces quantified pain, the current alternative and a committed next step
2. They hit three of three on two consecutive calls

Your tutor

An enablement lead who has scored thousands of first calls.

Deflect · Interrupt · Stay unconvinced

The plan — What’s inside

1. The Prospect Who Only Wants Pricing
2. Quantifying the Cost of Doing Nothing
3. Finding Who Else Has to Sign
4. Mapping the Incumbent Workaround
5. Landing the Next Step on a Calendar

5 parts

Questions about this course

How can my reps practise discovery with a prospect who deflects every question?

Sales discovery call questions rehearsed 1:1 against a VP of Operations who wants pricing, deflects, and never breaks character to encourage. Five scored rehearsals from quantifying the cost of doing nothing to landing the next step, ending when reps hit three of three on two consecutive calls.