#619: Active Listening to Loosen up Your Discovery Calls and First Dates | Sam McKenna | 30MPC Hall of Fame

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FOUR ACTIONABLE TAKEAWAYS

3-step process every time you book a meeting: Show gratitude, send an invite with your company name first, and connect with them on LinkedIn.

Use a pre-call checklist for discovery. Research everything you can about your buyer and show them you know them in the first 5 minutes of the call.

Use “typically” language when prospects are hesitant to open up. By sharing common situations, it allows them to nail down their specific problem(s).

Once you get to a problem, tell a story: “You make me think of a customer where XYZ was the problem, ABC is what we did, which led to 123 results”. This helps build trust and gets them to open up further.

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