Book Review “Still Underrated” by Mario Krivokapic and Naom Tamari-Wekser

How to conduct stunning discovery calls

Since moving into the sales profession, I read books from gurus with the secret formula how to close. Who doesn’t remember actor Alex Baldwin in the movie Glengarry Glen Ross where the phrase “always be closing” (ABC) has been aggressively demonstrated?

To be successful in sales, we need to start at the very beginning. “Opening is the new closing” — as Tony J. Hughes summarised Anthony Iannarino ‘s book “The Only Sales Guide You’ll Ever Need”. And the most important and overlooked part is the discovery call.

This is where the new sales book “Still Underrated — A Complete Guide to the Discovery Call” from Mario Krivokapic and NOAM TAMARI-WEKSER fills a gap worth closing. So many sales reps across the globe seem to skip this critical instrument in their arsenal of sales tools despite it is often the “make or break” element to progress a deal — or get lost.

Mario Krivokapic is an executive coach specialised in organisational transformation and revenue architecture with over 25 years of experience guiding businesses toward substantial growth. Having mentored more than 300 startups, his coaching experience includes NLP and other techniques to shape the future of business leadership…