Here’s What You Get:
The completely reimagined and expanded system for mastering discovery throughout your entire deal cycle.
This isn’t just a refresh – it’s a complete transformation of the original playbook that has helped over 2,000 sellers close more deals:
- 70% more content (expanded from 49 to 75+ pages)
- Nearly 2x more video tutorials (from 8 to 15+)
- 3x more question examples (75+ specific discovery questions)
- 4x more templates (12+ ready-to-use frameworks)
- Instant access – no waiting for course releases or live sessions
- Self-paced – apply what you need, when you need it
- Ready-to-use – copy and paste scripts for your very next call
What’s New in the 2026 Edition?
Completely New Frameworks
- POV-Led Discovery Process – Establish credibility in the first 5 minutes
- Psychology in Sales Discovery – The 5-part framework for deeper connections
- Sales Methodology Integration – How to incorporate the most popular methodologies into your discovery approach
- CFO Checklist – The 9 key considerations that drive purchase decisions
New Tactical Approaches
- Multithreading Early – Templates for connecting with individual contributors
- The Bookend Approach – Nail group demos and accelerate deal velocity coming out
- AI Integration – 15+ specific prompts for various discovery tasks
- In-Person Meeting Strategies – Checklist for on-site discovery success
New Discovery Applications
- Executive-Level Engagement – 4-step framework for C-suite discovery
- Late-Stage Discovery – “Risk + Action” framework for closing deals
- AI Integration – 15+ specific prompts for various discovery tasks
The Full Table of Contents
Foundation + Mindset
- Cognitive Reframing
- Loss Aversion
- Active Listening
- Disrupting Status Quo
- Future State Visualization
- Methodologies
Initial Contact
- Multithreading EARLY (Video)
- Preparation Between Meeting Set + First Call
- Efficient Meeting Prep (Video)
- Rapport
First Call (Stage 1)
- Kicking Off the First Call (Video)
- Point of View Question
- Trump Question
- Pain Funneling – #1 Priority
- Using AI to Supplement / Guide Your POV
Second Call (Stage 2)
- Great Agenda Example (Video)
- “What We’ve Learned” with Additional Discovery
- Using AI to Build “What We Learned” (Video)
- Reverse Demos
In-Demo Discovery
- My Favorite In-Demo Questions and How to Ask (Video)
Late-Stage
- Risk + Action Strategy
- “My Biggest Concern” and Seeking Out Risk (Video)
- Customer Growth (Upsell / Cross-Sell Discovery)
- Implementation Strategy
- In-Person Meetings
Mid Sales Cycle with Your POC
- Using a Mutual Success Plan in Live Calls (Video)
- Pre-Group Call Discovery
Exec-Level Demos
- Step-by-Step Executive Engagement Framework
- Why Discovery Matters to Their CFO