#013 Next Steps and Discovery

Mike Gallardo
June 23, 2024 • Estimated Reading Time: 4 minutes

June 23rd, 2024

A Mike G Production

Song of The Week:

Today by Odesza.

This one always puts me in a great mood.

Agenda:

1) Setting Next Steps

My process and strategy for mastering one of the most important skills in all of sales.

2) The Discovery Call

A video about my system for how to make your discovery calls 10x better.

Setting Next Steps

First, spend time writing down the best next steps you can set for your call.

Do this before the call happens so you’re prepared and not making it up on the fly.

Keep a document with these because there will only be a handful of variations based on the most common customer situations.

Here’s a simple template you can use.

Next, and this is probably the most important step of them all:

Watch the clock and interrupt (if needed) when you have 5 to 8 minutes left.

Hey Jill — Apologies for interrupting but I noticed we have about 5 minutes left on our call.

Before we dive into X do you mind if we align on the next steps we want to take from here?

Last but not least make a strong recommendation for what the next steps should be, why they’re valuable and schedule the call right then and there.

Whatever you do don’t just “send a recap email” or “share your calendly link”. Always always always schedule the call live.

Hey Jill — Here’s what I recommend, a 45 minute call with the following objectives.

First we go over X because of [insert value].

Then a discussion on Y so we can [insert value].

And then we can wrap up with Z because I find a lot of my clients [insert value].

Do you have your calendar open?

The Discovery Call

A quick video about my system for how to make your discovery calls 10x better.

Alright, that’s it for me my friends!

See y’all soon!

- Mike G

When you’re ready…

Check out The Best Sales Course.

Over 250 pages of frameworks, tactics, strategy and tips to help you source more pipeline, close more deals and earn the income you deserve.

These are the exact sales systems I’ve used at three of the fastest growing startups of all time: Zenefits, Flexport and Deel.