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Narrative has trained hundreds of sellers at leading companies like:
Your competitors are stealing deals you should win
While your reps ask surface-level MEDDICC questions, competitors who master strategic discovery are uncovering emotional drivers and creating urgency you're missing.
MEDDICC Creates Data, Not Stories
Traditional MEDDICC discovery gathers qualifying information but misses the emotional context and transformation stories that actually influence decisions.
Checklist
Mentality
Reps focus on collecting Metrics, Economic buyer, Decision criteria, etc. but don't understand the strategic priorities that drive urgency and action.
Objections Still Surprise You
Despite gathering MEDDICC data, objections still catch reps off-guard because they didn't uncover the underlying concerns and competitive dynamics.
Transform your team in 30 days with strategic discovery
Stop losing winnable deals. Your sales team will master the questioning techniques that separate top performers from the rest.
Data for Storytelling
Learn to uncover the specific transformation stories, challenges, and outcomes that will resonate with your prospect's situation and create emotional connection.
Objection Prevention
Discover the questions that reveal hidden concerns, competitive preferences, and decision-making criteria before they become roadblocks.
Strategic Priorities
Master the art of uncovering business objectives, strategic initiatives, and success metrics that matter most to key stakeholders.
The Discovery Ladder™
Our proprietary framework for systematically uncovering strategic insights, creating urgency, and preventing objections through structured questioning.
How It Works
Cascade Down
Start with strategic objectives and drill down to uncover specific pain points and root causes
Cascade Up
Start with problems and ladder up to business impact and strategic consequences
Key Benefits
Uncovers emotional drivers behind decisions
Creates urgency through cost of inaction
Prevents objections by addressing concerns early
Builds compelling business cases from discovery data
Master the R.A.P. Framework for Objection Handling
Stop answering objections and start reframing them. The R.A.P. framework keeps you in control when concerns arise.
R
Repeat
Acknowledge their concern without defensiveness. People trust what they say, not what you say.
"Totally understand, price is always a big factor when making a smart investment."
A
Align
Tell a story. Show that successful customers had the same initial concern. Normalize their hesitation.
"Jeff over at [company name] had the exact same concern when they approached us 3 years ago."
A
Pivot
Ask a strategic question that shifts focus from the objection to the right decision.
"To make sure I understand, are you more focused on upfront cost or long-term return?"
Why R.A.P Wins
Stay in control
Never sound defensive or lose momentum
Build Trust
Prospects feel heard and understood
Reframe Forward
Turn concerns into buying criteria
What your team will master in one day
Master strategic questioning techniques that go beyond surface-level discovery
Uncover the specific data points needed to craft compelling transformation stories
Identify potential objections early and gather ammunition to address them
Map stakeholder priorities and understand the political landscape
Build discovery frameworks that work across different industries and deal types
Workshop agenda
Intensive hands-on workshop combining strategic questioning and practical application
Morning Session
Part 1
Strategic Discovery Framework
Beyond BANT: Strategic discovery model
Stakeholder mapping techniques
Priority identification methods
Mid-Day Session
Part 2
Data Gathering for Storytelling
Uncovering transformation stories
Emotional trigger identification
Success metrics discovery
Afternoon Session
Part 3
Objection Prevention & Practice
Hidden concern identification
Competitive intelligence gathering
Discovery role-play sessions
The math is simple: Better discovery = More revenue
Your Current Reality
Average deal size:
$50,000
Deals lost to better discovery:
5 per quarter
Revenue lost annually:
$1,000,000
Your competitive disadvantage:
$1M+ per year
After Discovery Workshop
38% higher close rate:
$50,000
Additional revenue per quarter:
$350,000
Additional revenue annually:
$1,400,000
ROI on $18K investment:
7,777%
30-Day Money-Back Guarantee
If your team doesn't see measurable improvement in discovery quality within 30 days, we'll refund every penny.
Proven results from our Discovery Workshop graduates
35%
increase in deal size
45%
shorter sales cycles
73%
fewer late-stage objections
60%
more qualified pipeline
Get your competitive advantage before your competition does
Every day you wait, competitors are stealing deals with better discovery. Don't let another winnable opportunity slip away.
Investment: $15K+ • 1 day workshop
For up to 20 participants
Schedule a date/time for a 30 minute consultation
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