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I start every single discovery call in the same way 1. Small talk It’s not for everyone but you can get a lot from the first 3 mins of a sales call 2. Time check I found out here that I could have more time but that allowed me to set the expectation that I would have to end the call on time 3. Set the agenda Align on what we’ll cover 4. Up front contract Agree on how we’ll end the conversation 5. Ask what they’d like to get from the call That way they will always leave with what they were hoping
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