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