86 (Sell): Nailing the tone of your discovery (Marcus Chan, Venli Consulting)

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FOUR ACTIONABLE TAKEAWAYS

• Roleplay the worst case scenario over and over again until you feel confidence.
• Reference a similar company that you work with in early-stage voicemails.
• Keep it cool when you jump on a call with an executive. Over-structure is the enemy.
• Use why questions to understand the intent behind the priorities.

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