ATTENTION Sales Pros: Learn to master this one skill so you can start closing MORE

The #1 skill EVERY sales person should focus on to WIN more deals, earn more commissions and crush quota

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Get Universal Discovery for just $17

Why do you need the Universal Discovery Framework?

  Be PROUD of your job: We didn't sign up for being mocked and for people to turn away from us when we tell them what we do. All the things we've been taught are only about regurgitating information about your product that nobody cares about and only focusing on "Always Be Closing" which is what gives us sales professionals such a bad reputation. We do not manipulate or deceive, but the wat we've been taught, makes it feel that way. 

  It's NOT about the pitch: 99% of sales training teaches you to perfect your 30 second pitch. But, what they don't tell you is all the work you need to do before you actually deliver that pitch. The moment the prospect breathes, you smother them with words and fragmented sentences that don't care about. And instead of having a great connection, they zone out and wait for you to stop talking. 

  Struggling with follow-up: When all we do is repeat the same memorized talk tracks, we aren't taking the time to actually learn what will get them to buy. So, when we do our follow-up (that's if you're doing that at all), we have nothing substantial to call them back. It ends up being "I'm just touching base to check in." PLEASE STOP THIS. You check in with your grandma, not your prospect. 

  Stop getting ghosted: Look... If the problem you're trying to solve for your prospect meant enough to them, they would be calling you back. Or, better yet, they would've bought already. You're getting ghosted because they just don't care. You need them to show up to the demo, answer your calls, engage in email, and buy from you. You can't do this if all you do is pitch your memorized talk track.

Get the #1 skill sales reps need to MASTER

I didn't get into sales because I had a degree in business or because I knew it was what I wanted to do with my life

I got into sales because I needed a change. 

I needed to get out of the 80+ hours a week I was working in construction.

I wanted something that gave me more control, more opportunity, and the ability to be with my family more. 

What I didn't sign up for though, was to memorize feature descriptions like it was a definition that was going to be on a test in my high school biology class. I didn't sign up to blurt out a "30 second pitch" to the any unsuspecting victim that happened to answer the phone. 

And I certainly didn't sign up to feel like the world hated who I was because of what I did. 

I was going paycheck to paycheck, bouncing from job to job, burning bridges the more I followed the path I was taught to take. I constantly felt like a sleaze-ball sales rep, and I hated it. I hated telling people what I did. When I'd tell my family, I would make up cool names for my job title so it didn't sound like I was in sales.

I wore the badge of "I help people" for years, but deep down, ashamed knowing thats not what I was doing. At least, it didn't feel like I was helping. 

I was always waiting for another human to breathe in my general direction so I could pitch them. Chase them. And hopefully, Close them, just so I could pay rent. 

I actually, tried to get out of sales many many times, but could never pull the trigger. I knew there was something I needed to figure out. There were other people in this career that didn't come off as the "manipulator" or a slime-bag at all. Plus, they were making multiple 6-figures. I knew there was more to the story. 

Then one day, back in 2014, I was shown a framework that was so simple I didn't believe it. I literally thought it was a joke

Then I saw it in action. It was used on me the entire time I was talking to this sales person, and I had ZERO clue. I felt like I was just having a friendly conversation, they were just getting to know me, and they were a GREAT conversationalist. I felt heard. I felt like they actually cared about what I was saying. And, the crazy part was, they said very little until the very end. 

By then, I felt obligated to buy. I felt like it was wrong of me not to buy. But, not because I was doing this person a favor, because I was denying myself the outcome I realized I needed. 

And BOOM, it hit me. Thats what I've been missing.

Thats when I was shown what I now call "The Universal Discovery Framework"

Don't I already do "discovery" in my sales process? 

That's what I used to think too...

 

If your discovery is about 3-4 minutes and is done at the beginning of the demo, then you don't have a discovery process. You have a basic qualification and a check in.

 

Neither of those will get you the information you need

To build trust, learn about the prospects business, and understand why they would buy. 

  

A proper discovery does two extremely important yet simple things:

-> Teaches you about the prospect

-> Helps them understand more

Instead of learning, they teach you to check a box

 

-> Do they have enough money to buy?

 

-> Am I talking to the person who can sign the contract?

 

-> Are they ready to buy right now?

 

-> Do they need what I am selling them?

You assume you know what they need, which leads to

 

-> They ghost you

 

-> Drag their feet 

 

-> Hit you with discounts 

 

-> And of course, never tell you no, and you just keep calling and calling and calling, hoping that one day they'll buy

Who is this for?

This course was created for any sales rep that wants to close more business. The close starts in the discovery phase. If you're goal is to close bigger deals as an Account Executive, then you need to know how to connect your feature to a bigger emotional problem. If you're a SDR wanting to qualify more opportunities or double your show rates on demos for your AE? You need to know how to quickly identify a relevant pain point and use it to confirm the need so they show up. 

Will this work for me? 

I've personally used this framework to sell millions in ARR for myself and for dozens of founders. It's been used to help build out new talk paths for features and even by brand new sales reps trying to ramp quickly. The best part it's been used by 100's of other sales reps just like you to max out comp plans, close record setting deals, and get out of the rat race of pitch decks and talk tracks. If you follow the framework and always stay focused on the prospect, you WILL win more. 

How is this different than all the other sales methodologies? 

Most sales methodologies teach you to check a box as soon as you get the prospect on the phone. The problem with this, is thats 100% focused on you and your product, not the needs of the prospect. The only way prospects move forward is if they care about solving the problem and if your product can solve it for them. Most sales training have it backwards, because they teach you to be product first instead of customer first. 

What do I get with this purchase?

You'll get access to the Mobile app instead of just having to be infront of your computer. Video walk throughs, audio files, downloadable worksheets, PDF slides that you can download and follow along or keep to help write out your own discovery talk path. Depending on the bonus being ran at the time of your purchase, you could have 3-4 hours of additional content pre-loaded in your account to help with your demo, follow up and even setting up the close.  

What's in the Universal Discovery Framework?

Mobile app access 

Take the information wherever you go. You'll get access to both the audio and the video content right from your cell phone, so you dont have to only learn while sitting at your computer. 

Video Guides

Hours of short form videos that allow for easy and searchable access. No need to scroll through a 2 hour long video to find that one nugget of information.  

Downloadable worksheets

You have multiple ways to consume the material, so I provided the PDF slides to follow along, as well as a downloadable worksheet so you can build your own version