I recently had a discovery call with a business owner who, at the end of our 90-minute conversation, said:
“Wow, that felt good. I always have so many ideas, hunches, and bits of information floating around my head that I never truly get to let out—or have someone categorize for me. Thanks!”
That one comment stuck with me. It reminded me how powerful a real discovery conversation can be—when it’s done right.
The best salespeople know that you should never prescribe before properly diagnosing. But it’s not just best practice—it’s backed by science.
Studies out of Harvard show that talking about ourselves—our ideas, goals, opportunities—triggers reward centers in the brain. It makes people feel seen, heard, and valued.
And in sales, that matters. Why? Because people buy from those they know, like, and trust.
When you lead a real, thoughtful discovery conversation, you help your prospect move closer to that emotional trust zone. Not with gimmicks. Just by listening.
What we often see instead? “Pitch slapping”—jumping straight into the solution. That usually happens because of one (or more) of these issues:
- Poor process
- Poor training
- A lack of confidence
And confidence? That comes from having a strong sales story. Knowing who you help, how you help, and why it matters.
A clear story gives you the confidence to slow down, ask better questions, and assess whether you can truly help the person in front of you. Because if you can’t, you shouldn’t be trying to win their business anyway.
And your prospects feel that.
When you pair a strong discovery process with real confidence, you position yourself as the expert—not a salesperson who’s desperate to close.
If we’re the right fit? Awesome. If not? I’ll refer you to someone who is.
Here’s a simple structure to run better discovery calls:
🔹 Open with curiosity
- “Why are we here today?”
- “What’s on your mind?”
- “Why did you agree to this meeting?”
🔹 Dig with empathy Get direct, and go deep:
- “What happens if this doesn’t change?”
- “What’s the cost if this breaks?”
- “What are the implications for you personally?”
🔹 Reflect back Summarize what you heard. Tie the loose ends together. Help your prospect make sense of what they shared.
🔹 Only then, explore solutions. If you’ve earned the right to recommend something—go ahead. But only after the discovery.
Here’s the truth: If someone doesn’t feel better after talking to you, you probably pitched too early.
✅ Get clear on your sales story.
✅ Build a process you can trust.
✅ Watch your confidence—and your close rate—grow.
Cheers,
Kyle Jager
