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🎧 Trench Tips: Discovery Call Disasters — And How to Avoid Them

Why do discovery calls so often feel like a therapy session... for the rep?

In this episode, Jack & Zac dissect the biggest mistakes they see in discovery calls — the ones that make prospects mentally (or literally) hang up.

This isn’t fluff about asking "open-ended questions."
This is real talk from the trenches — where deals are won, lost, or ghosted into the void.

🔍 In this no-holds-barred breakdown, we cover:

🚩 The one question that guarantees a fake answer
🪦 How reps accidentally kill the call in the first 2 minutes
🎭 Why your tone matters more than your script
🔁 The psychological traps reps fall into — and how to avoid them
🎯 How to actually earn insight instead of interrogating for it

Whether you’re running cold outbound or chasing warm leads, this episode will slap you in the CRM and make you rethink how you show up.

👂 Listen like your quota depends on it — because it probably does.

💬 Learn more about Sales Is Therapy: https://shorturl.at/qZB70

#SalesMistakes #DiscoveryCalls #SalesTraining #SalesPsychology #ColdCalling #SalesTips #B2BSales #SalesIsTherapy #WeHaveAMeeting

Chapters

• 00:00 Introduction
• 00:38 Setting the Stage: Why Discovery Matters
• 01:21 Mistake 1: Surface-Level Questions
• 03:45 Mistake 2: Rushing to Solutions
• 06:13 Mistake 3: Avoiding Tension and Difficult Questions
• 08:27 Mistake 4: Not Qualifying the Buyer
• 12:07 Mistake 5: Solving For, Not With, the Prospect
• 14:47 Advanced Discovery Techniques & Final Tips
• 15:58 Wrap-Up and Apologies