Discovery calls can be just as nerve-wracking as cold calls. What if something goes wrong and makes the deal collapse?

In this episode, I’m going to tell you how to keep that from happening. Fixing this one mistake will ensure every discovery call goes smoothly.

What Sales Mistake Did I Make?

• During one of my discovery calls, I made a simple mistake: assuming that everything would go well. I thought it was going to be so easy to close the deal that I forgot to make sure all the right people attended the meeting with me.
• The deal didn’t move through the pipeline, all because I assumed that the person I was meeting with had all the control over closing it.

How to Fix the Sales Mistake?

• Here’s what I learned from this sales mistake: instead of guessing that the person I’m meeting with is going to bring the right people along, I let them know upfront.
• As a consultant, it’s my moral obligation in the discovery call to paint the picture of what needs to happen.
• Typically, I’ll let them know I need these three people on the call to help progress the deal. I also explain why they should be there during the call and how it will move the deal forward.
• Be the consultant and embrace the awkwardness of telling them what to do. You’re the sales expert, and prospects see you as such, even when you don’t see yourself that way.
• Taking charge of who needs to be a part of the deal will keep it from falling apart during the discovery call, so don’t be afraid to speak up.

“You’re the professional. You’re the one who's done this before. Since you have climbed Mt. Everest, don’t rely on someone else's climate to tell you what’s supposed to be happening.” - Donald C. Kelly. 

Resources

• Consider using Aligned to better illustrate your stories and resonate with your prospects.
• For consistent practice and guidance in becoming a more impactful seller, join my Mastermind class.
• I'd love to connect with you on LinkedIn! Reach out if you need more support with storytelling or simply want to expand your network.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.