Brian LaManna's Linkedin Analytics

The absolute BEST thing that can happen on a discovery call. The 3+ minute customer monologue. When your prospect starts talking and doesn't stop for 3+ minutes, you know you've asked a great question that hit a nerve. 𝗠𝘆 𝗳𝗮𝘃𝗼𝗿𝗶𝘁𝗲 𝘁𝗿𝗶𝗴𝗴𝗲𝗿𝘀 𝗳𝗼𝗿 𝘁𝗵𝗲𝘀𝗲 𝗺𝗼𝗻𝗼𝗹𝗼𝗴𝘂𝗲𝘀: 1. "What about this issue is something that others you've explained it to just don't seem to understand?" 2. "Talk me through what happens if we don't achieve that this year." 3. "You mentioned your CEO is focused on this - why did it become such a high priority?" 4. “Out of everything that’s a priority, what’s happening in the business that makes this #1?” When they start talking, do not interrupt at all. Just listen. The most valuable details come out- priorities, politics, frustrations, and the real "why" behind their interest. Some of my biggest deals came from insights I learned during these monologues. That no competitor ever heard. P.S. Been grinding on a new discovery playbook that drops in a few weeks. Can't wait to share it 💥