Discovery on Your Sales Calls
You’ve probably heard the saying, "People buy from people they trust." And trust often begins when we feel truly known by someone—and when they know us.
That’s why today, I want to talk about what I believe is one of the most crucial steps in the sales process: Discovery.
Discovery is so important that many people refer to their sales calls as “discovery calls” or “strategy sessions.” It’s all about getting to know the other person on the call, and let me tell you, this step is vital!
Some might find Discovery a bit challenging or even uncomfortable, but once you get it right, everything else in your sales call flows more smoothly.
So, how can you start the Discovery process on your sales calls?
Begin by asking open-ended questions to learn about your prospect’s current situation and past experiences. For example:
- “Tell me about your business.”
- “Tell me about your marriage.” (if you’re a marriage coach)
- “Tell me about your health.” (if you’re a fitness coach)
Then, just listen. Let them share their story and follow their lead.
As they talk, dig deeper with follow-up questions like:
- “Tell me more about that.”
- “How long has that been going on?”
- “How does that make you feel?”
These questions help you truly understand where they’re coming from. The goal is to make this conversation one of the most empowering and meaningful ones they’ve ever had.
Your curiosity and listening skills won’t just make you a great coach—they’ll also make you a great friend.
As the conversation progresses, you’ll naturally start to uncover the challenges they’re facing and how you can help. This will help both of you determine if there’s a good fit between their needs and what you offer.
At the end of the day, Discovery isn’t just about selling; it’s about connecting, understanding, and offering genuine support.
I know you have a heart to really help your clients, [Reader’s Name]. Let’s make every sales call a gift we give to the other person.
Keep leading with love and curiosity, and I know you’ll make a big impact!
P.S. I’d love to hear—what’s your favorite question to ask during your Discovery process?
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