#590 - The Complete Discovery Call Playbook (Build It From Scratch)

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Most reps trap themselves in the red sea of crappy discovery by stopping at basic operational problems that CFOs refuse to fund.

In this episode, Armand and Nick break down their exact playbook, including:

🚀 Flipping the script on your agenda using the Purpose, Plan, and Outcome framework to disarm prospects in the first 90 seconds.

🌲 Dialing in your Discovery Tree to systematically force champion-level pain down into executive-level business impact.

⏱️ Running the 5-Minute Drill at the tail end of the call to prescribe the buying path, flush out tire kickers, and lock in multi-threaded next steps on the spot.

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