Every seller knows that discovery is half the battle of every sales deal. The discovery call is where you establish rapport, discover opportunities to bring value and solve at least some of their problems. Undoubtedly, this is easier said than done, so in this episode of the Sales Empowerment Podcast, our hosts Mike Miranda and Shawn Winters talk about the biggest stumbling blocks that sellers encounter during discovery calls and offer some advice on how to overcome them. Long story short, introducing a little vulnerability goes a long way in breaking the ice between you and your prospect, opening the way for some genuine and honest conversations. 

HIGHLIGHTS

• Never neglect discovery
• Establish a structure but don't stifle the conversation 
• Take the initiative, but follow the prospect's lead
• Encourage rapport and break down walls by asking for help
• Your ability to relate is how you build relationships 

QUOTES

Mike on the importance of preparation before a discovery call: "What's really helped me in the past is the preparation. It's hard to ask great questions if you're not actively thinking about who it is that you're gonna be talking to, what it is that you think might be valuable."

Shawn on the challenge with discovery: "It takes a little bit to get through the walls that we put up as human beings because ultimately there could be some insecurities, there could be a little ego involved, there could be all those things that prevent human beings connecting in those discovery calls."

Shawn on breaking down walls by asking for help: "When it comes to sales and building relationships with people, when you ask the other people for help, when you say hey, I'd really like your help on this, human beings are naturally inclined to want to help you. When you're saying, 'Hey, would you please help me with this?', what you're really saying is, 'I am not sufficient in a certain area. I am willing to put myself on this ledge. I'm willing to be embarrassed by not knowing all of your thoughts and ideas, and I want your insight.'"

Connect with Mike and Shawn and learn more about OpTonal by visiting the following links:

• LinkedIn (Mike): https://www.linkedin.com/in/zmmiranda/
• LinkedIn (Shawn): https://www.linkedin.com/in/shawnwinters1/
• Website: https://www.optonal.com/