In this episode, Paul explains the different elements of a discovery sales call.

Show Notes:

It’s a discovery call for a reason. You’re exploring the customer’s needs, wants, and concerns trying to discover something new. 

“There are three things that get in the way of a good discovery call…”

“Pitching your solution before discovering the buyer’s needs. That’s the equivalent of a doctor prescribing before diagnosing the disease.”

Too many leading questions will serve the seller, not the buyer. Remember to be customer-focused.

Some sellers believe that they already know the buyer’s needs. They are walking in with that assumption, limiting their ability to discover anything new. 

Send the buyer a couple of talking points before the meeting, and be sure to ask a few through-provoking questions. 

The best discovery is self-discovery. Help the buyer discover something new.

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