Chris Orlop

So that's how you start.

And here's where we start to get more interesting.

Once you start talking with your customer about the challenge that they've just expressed, your next job is to peel back that onion and understand the need behind the need.

Because as a rule, I don't know why this is, but it's true.

The first answer a customer is going to give you to a discovery question is going to be surface level.

If you stop there, what happens to your deal?

They go dark on you.

Apparently, they ghost you.

That's like the millennial thing to say.

I don't spend much time on TikTok, but I'm told that's the language.

You can tell this entire presentation deck was designed by a professional, except for this slide.

This is Chris Orlop, Design Studios Incorporated.

We're going out of business fast, if you can't tell.

But I'm going to walk you through a story.

This is a discovery call I had with one of my reps at Gone a few years ago.

And we started the discovery call with the enablement manager taking the lead.

He said, we need better visibility into our sales calls.

Pretty surface level, right?

Is that pain?

No, of course not.