I've ran 3,000 discovery calls in my career. I've watched another 3,000 call recordings. My 12 best tips for discovery calls that sell: 1. Set expectations. Start the call framing: - the objective - the agenda - the next step (assuming the call goes well) Then pass the torch: "Anything you'd like to add or change?" Fail to do this? Lose control. 2. Earn the right. Don't start with an overbearing question. Unless you already have rapport. Do something to 'warm up' your buyer first. Especially if it's an outbound opp. 3. Align your questions to the buyer's journey. Example: If your buyer is ACTIVELY evaluating products, don’t start with this: "What’s your biggest strategic priority for this year?" That’s a diagnostic question. Its purpose is to uncover pain. But your buyer is beyond that stage. Start with questions that respect the buyer’s journey. 'What do you hope to achieve by implementing a solution?' 4. Phrase your questions to get long answers. Use these phrases - Help me understand... - Talk to me about... - Walk me through... Those are better than your basic - who - what - when - where - how They get longer answers. 5. Uncover the 'need behind the need' This separates great sellers from good ones. When a buyer shares a problem, follow up: "What's going on in your business that's making this a priority?" More often than not: You'll hit pay dirt. 6. Find the root cause. The cause dictates the solution. You can build pain until your buyer is gasping for air. But if your product doesn’t address the cause, no deal. Ask: “What’s your take on what’s causing these issues?” 7. Summarize often. “Let me see if I’ve understood you so far…” Summarize what you’ve heard. End with: “Did I get that right?” Do that a few times. 8. Ask about “ripple effects.” Most sellers: - How is this problem impacting you? Great sellers: - What are the ripple effects of this challenge on the business? Language matters. Don't be cheesy. 9. Ask WHO else is impacted. “Who else in the business is impacted by this challenge, and how?” They’ll mention a few people. Then ask: “Since they’re impacted, does it feel fair to include them in the demo next week?” 10. Ask your next question based on what they just said. Don’t start a new thread with each question. Base your next question on what your buyer just said. Questions should feel spontaneous. Don't stick to a rigid checklist. 11. Sell the hell out of next steps. If you run a PURE discovery call… Many buyers won't show up to the next call. Give them a reason to. 12. Realize discovery is a process, not an event. Your buyer’s situation changes. Don't "set it and forget it." Continue to discover during the sales process. "What's changed since last we spoke?" Open all follow up calls with that.