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tags: Week 7, H3, M11
---

# Start with the end in mind
:::info
**You're in step 1 of a discovery call:** Plan & Research
:::
Let's begin our deep dive by looking into Step 1: Planning and research!

The first thing to do when planning your sales call is defining exactly what you want to get out of it.

**Start with the end in mind.** What would make your discovery call successful? State your objectives, things you'd like to learn about your customer and a list of questions to find that information.

{%youtube sIxlkCUF9Ec %}

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